SalesDog Sunday Tip 6

Here's this weeks tip:

"Referrals" Are a Waste – Introductions are Gold
Paul McCord on Referral Selling

Referrals get your calls answered and open otherwise closed doors, right? Not really. Find out what you really need to make referrals work.

Rick's client was somewhat uncomfortable with his request. The sale had gone well enough--everything considered. But this last question about referrals was a little uncomfortable. His client was completely caught off guard. He wasn't the least prepared to give a referral and wasn't comfortable giving one. But Rick asked and stood his ground until his client coughed up the name and phone number of one of his vendors that might be able to use Rick's services.

Rick was excited; as the referral he received was to a company he had wanted to get into for quite a while. Better yet, it was a referral to Nadia, the company's COO, the exact person he had been wanting to reach. He quickly thanked his client and headed to his office to call his new prospect. Continue

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