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A Refresher on Referrals

  • Broadcast in Business
GURUS Selling System

GURUS Selling System

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Without question a well-qualified and properly introduced referral is the easiest way to create a new sale. After all, most of the hard work is eliminated by default.

Yet, most salespeople still struggle to get any referrals, let alone well-qualified ones. But why?

In an age when we have so much data, so many technologies, so many ways to know anything and present everything, why is there a problem getting a simple referral?

To address this question I asked Paul McCord, President of McCord Training and author of the Sales and management Blog, to join me.

During the interview we covered:

*The difference between asking for a referral and generating a referral

*Why most salespeople are trained how to NOT get referrals

*How to determine a worthless versus a worthwhile referral

*And much more

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