The Referral IQ Quiz

The Referral Selling IQ Quiz

Answer these 14 questions to accelerate your referral business and double your sales velocity! By committing to referral selling you will:

Attract your ideal clients more than 50 percent of the time
Shorten your sales process by at least 35 percent
Ace out your fiercest competitors
Get every meeting at the level that counts

How would you best describe your position within your organization?

Salesperson

Sales Manager

Director level or higher

Marketing

Other:

1. Do you have measurable, individual, sales goals?

Yes

Are these goals realistic?

Yes

2. Do you have written weekly sales goals?

Yes

3. What prospecting tool is your primary source for leads?

Cold calling from a list

Technology like Linkedin, Twitter, Facebook

Referral selling

Inbound leads from marketing

4. Does your company have a sales process in place that includes referral selling?

Yes

Have you ever made a sale based on a referral introduction?

Yes

Did you find it easier to close the deal through the referral?

Yes

If you could get all your leads through referrals would you be a more effective sales person?

Yes

5. What percent of your sales currently comes through referrals?

Less than 30%

30-50%

50-70%

More than 70%

I don't know

6. Do you track leads generated through referrals separately from other sources?

Yes

7. Do you have the “know-how to ask for referrals with confidence?

Yes

8. Do you always get past the gatekeeper?

Yes

9. Can you describe the business impact of your solution?

Yes

10. Do your Referral Sources know the top two reasons to refer others to you?

Yes

11. Does everyone know your ideal client profile?

Yes

12. Do you have a sales message that differentiates you from your competitors?

Yes

13. Are you recognized as the expert and “go-to” person in your field?

Yes

14. Are you totally comfortable having an executive conversation with a real person?

Yes

I have reviewed my answers and I'm ready for my recommendations.

Yes

Instructions

Your Referral I.Q. score is the total number of times you answered “Yes”

to the questions on the Referral I.Q. questionnaire.

If you answered “Yes” 14 times, you are a Referral Star! ★

Name