What is the main reason the New Model Salesperson asks a referrer to describe how they've been helped?

• A. To ensure the referrer owns the success and speaks positively to the prospect.
• B. To gather unrelated details about the referrer.
• C. To object to the referral.
• D. To schedule a follow-up call without the referrer's involvement.

Answer: (A)

Leveraging a referrer’s description uses social proof to influence a prospect. The main reason for asking the referrer to describe how they’ve been helped is to let them own the success and share it in their own words. When the referrer speaks positively and authentically, it creates credibility and relatability for the prospect, since they’re hearing a real experience from someone they can trust. This third‑party validation reduces perceived risk and makes the value tangible beyond the salesperson’s claims, while also keeping the referrer engaged in the process. Getting unrelated details, opposing the referral, or scheduling follow-up without the referrer’s involvement wouldn’t deliver that credible, relatable endorsement.