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Life Business and Money - Referral Doesn't Mean Closed Sales

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Steven Kay

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By Ivan Misner and Bertrand McHenry
 
You shouldn't skip steps in the sales process, even with a recommendation. Here's how you can make the most of your leads.
 
When one of your business relationships passes you a referral, don't assume that the prospect is ready to hear a presentation on your product or service. When an associate passes you a referral, say thanks . . . then start digging for more information.
 

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