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Creating a Million Dollar Sales System |
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The Secret To Referral Selling
Frankly I didn't know what to expect from this book, but I hoped for one or two good ideas, I've been selling and asking for referrals for more than 20 years.
To say I was doing it wrong (even though I'd say I was very successful) would be an understatement.
The chapters on why asking for referrals doesn't work (because you ask in a manner that your client can't understand, 55% of clients who salespeople said they asked for referrals said that they did not). And, the chapter on contacting the referred prospect is phenomenal.
This book lays out in systematic detail the most effective selling and referral system I've seen. It doesn't make getting referrals easy but it does make getting them predictable.
Even though I consider myself a good referral sales generator, I cringed more than a little at the mistakes I identified while reading this book and how much money I left on the table through missed sales and missed opportunities.
I also like this book because it is a quick read with plenty of great examples, the author doesn't belabor points to fill space, he just gets right to the point . . . so you can implement and earn.
Excellent book, I highly recommend it.
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