{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Selling From the Heart Podcast","title":"Joanne Black - The Importance of Building a Referral Strategy","html":"","width":"100%","height":180,"duration":2289,"description":"In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Joanne Black, America's leading authority on referral selling and the founder of No More Cold Calling. She helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time.\n\n\nJoanne discusses the importance of referral selling. She shares her insights on how salespeople can build and leverage their referral networks to create a sustainable and successful sales career. She also emphasizes the need for authenticity in sales and the importance of putting the client first.\n\n\nHIGHLIGHT QUOTES\n\n\nThe importance of asking for referrals - Joanne: \"Because as salespeople we have the relationships and when we've closed a deal, we've talked to more than one person. Typically, yes, right. And we know when we've clicked with people, it's not everybody, but I imagine there must be three or four people that we've connected with during the buying process. All those people we can ask and they're glad to help, they just don't know what to do.\"","thumbnail_url":"https://img.transistorcdn.com/n0ZRdDRG3wDfbthdUV_eFsMqptVAYkz5BxmFn3LZimI/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8xOTcw/NWMwNmUwYTM4MTNj/OTUwMTkzNzZkYzRj/NGEwMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}