Actually obtaining referrals is an obvious display of your skill and talent. And it is a sale that's exciting in and of itself. However, it does not earn you your commission. Many salespeople think they have done a good job when they have obtained a referral-and they have. Yet it's absolutely unbelievable how many referrals are obtained but are never contacted. Why? Because of the call reluctance that comes from fear of rejection, which is maintained by avoidance behavior - which is developed by poor working habits. We teach you how to correct your habits and turn your new habits into dollars. The objective of GTA is to instill a sense of commitment so your potential client feels he or she must keep the appointment. Communicating your feelings of conviction and pride in your work will increase your trustworthiness. In today's society of "black and white" thinking, right and wrong have been reduced to blame shifting and fault finding; don't give your potential client a reason to find fault in your work ethics. Always maintain your dignity, integrity, honor and self-respect. How do you guarantee the appointment? We explain this, along with numerous other highly successful sales and follow up techniques, in our Tactical Network Training strategies!

One of the easiest calls you will ever make is the referral. Why? Your credibility has already been established because of the relationship between your client and the referral. This call should be like all prospect calls, non-threatening and executed in a polite and friendly manner. (See Response Module.) However, you must obtain before you can maintain. more