What is a common mistake of average salespeople when contacting a referral?

• A. Focusing on the prospect's needs before you speak.
• B. Beginning with a direct, hard sell about your company.
• C. Asking open questions to identify problems.
• D. Waiting several days to call.

Answer: (B)

Starting a conversation with a direct, hard sell to a referral is a common misstep because it comes off as pushy and self-serving. When someone is kind enough to make an introduction, the expectation is to be curious about the referral’s situation and to offer value, not to push a pitch. A hard sell shuts down the possibility of a genuine, useful dialogue before you’ve even learned anything about the prospect’s needs.

The better approach is to acknowledge the referral, quickly establish credibility, and then shift into discovery. Open-ended questions that uncover problems, impacts, and priorities let you determine whether there’s a real fit and what kind of solution could help. This isn’t about selling right away; it’s about understanding the context and building relevance. This aligns with a value-centered, conversational style where you guide the conversation with curiosity and listen more than you speak.

Momentum matters too—reaching out promptly helps keep the conversation fresh and respectful of the referral’s time. Waiting too long can dull the connection, whereas a thoughtful, discovery-led opening keeps the door open for a meaningful next step.