Be Strategic -Don’t go “fishing.”  Questions such as “who do you know?” sends the brain into “Roledex Spin Mode.”  This means that their mind just spins and doesn’t stop on anything or anyone. Their response ends up being something such as:

  • “I don’t know of anyone.”
  • “If I think of anyone,
  • I will let you know.”
  • “I don’t give out referrals.”

Be Specific –Ask for 2-3 names. This way, the brain can focus because it isn’t looking for everyone.

Always ask for referrals with pen and paper right in front of you- use assumptive body language –show that you are expecting to receive referrals.

RedRock Leadership provides worldclass sales training and leadership development

Jeff Ruby

Jeff Ruby

Founder of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.