Reference selling is an incredibly powerful way to increase your win rate if you do it properly.  

This course teaches you the fundamentals of Reference Selling and what you need to to to prepare for and execute a winning reference call or visit.

In this course we cover the suggested preparation before you schedule a reference call or visit, as well as some hints and tips on how to ensure that both you and your prospect get the most from the visit.

Course Curriculum

  • 1

    Introduction

    • Course overview

    • Reference Selling Introduction
  • 2

    Course chapters

    • What is Reference Selling

    • The ideal candidate

    • Preparation

    • The briefing

    • The visit

    • Key takeaways
  • 3

    Exam

    • Reference Selling quiz

About the instructor

Founder of Sales University

Ferdinand Roberts

Ferdinand Roberts is a sales veteran who has spent the majority of his career working in Europe and the US, initially as a senior executive for companies such as Yahoo! and Cisco, and for the last decade building (and selling) a number of his own ventures. Roberts' experience closing in excess of $100 Million over the course of his career is brought to bear in his courses. He offers a no-nonsense, practical style of teaching that is immediately applicable in the sales arena. Roberts lives between Europe and the US and has worked with and advised companies on their customer interaction and sales strategies across the globe. 

Learn how your existing customers can help you sell more!

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