🎓 A coaching tip from Proactive Training Solutions
The Tip: How to Ask Your Clients for Referrals
This short clip from Proactive Training Solutions breaks down one of the most actionable techniques in automotive sales. Watch the video above, then read on for a deeper look at how to apply this in your dealership today.
Go Deeper
Referrals Don’t Happen by Accident — They Happen by Design
The number-one source of new business at any top-performing dealership isn’t advertising, it isn’t walk-in traffic, and it isn’t internet leads. It’s referrals from satisfied customers. Yet most salespeople either never ask, ask at the wrong moment, or accept a no and move on. That’s leaving an entire pipeline on the table.
When and How to Ask — Without Feeling Pushy
Timing is everything. The best moment to ask for a referral is immediately after a positive emotional peak — right after the customer expresses excitement about their new vehicle, after you’ve solved a problem for them, or when they thank you. At that moment, their goodwill is at its highest. A simple, direct ask — “I love helping people the way I helped you today. Do you know anyone else looking for a vehicle?” — is all it takes.
The Referral Sheet: Turning One Customer Into Five
A referral sheet is a simple, structured tool that prompts customers to think of specific people in their life who might be in the market. Don’t ask “do you know anyone?” — the answer is almost always no, because the question is too vague. Instead, walk them through categories: family members, coworkers, friends who’ve mentioned car trouble. Specificity unlocks memory.
Walk Away With Dignity — Then Follow Up
If a customer declines to give a referral, thank them and move on immediately. No pressure, no awkwardness. Your professionalism in that moment is what keeps the door open for the next time. Most referrals come on the second or third ask — not the first.
Why This Matters for Your Dealership
Proactive Training Solutions has spent 30 years measuring what actually moves the needle in automotive sales. The difference between a good month and a great month at most dealerships comes down to execution on the fundamentals — and this is one of them. Apply this consistently and you’ll see it in your numbers within 30 days.
About Proactive Training Solutions
Proactive Training Solutions was built on one belief: every salesperson can be great with the right training. Founded by Alan Ram and carrying his 30-year legacy forward, PTS delivers the most comprehensive automotive sales training in the industry — from BDC coaching to floor management to phone skills. The techniques in these videos are the same ones transforming dealerships across the country.
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