Sales Reinvented
The VCP Process with Ivan Misner, Ep #352
May 31, 2023
Referral expert Ivan Misner discusses the VCP process for getting referrals in sales, emphasizing the importance of visibility, credibility, and profitability. He also shares common mistakes in asking for referrals, leveraging social media, and effective strategies for asking for referrals. The role of technology and personal connections in referral selling is also discussed along with the top three do's and don'ts.
17:24
Episode guests
AI Summary
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- Referrals are opportunities to do business with individuals actively looking to buy products or services, coming with the expectation of a conversation and the potential for a sale.
- Salespeople should focus on the VCP process (Visibility, Credibility, Profitability) to gain referrals by being visible in the community, establishing credibility, and leveraging profitable connections.
Deep dives
The Power of Referrals in Sales
Referrals are opportunities to do business with individuals who are actively looking to buy products or services. Unlike leads, referrals come with the expectation of a conversation and the possibility of a sale. Salespeople should avoid asking for referrals too soon or without establishing a connection with the person. Specificity in asking for referrals is crucial, highlighting what the salesperson can solve or offer to potential clients.
Remember Everything You Learn from Podcasts
Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.
