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. First, concentrate on your already existing client base. Because the average salesperson does not stay in touch with their clientele, they miss an enormous opportunity for repeat business-not to mention friends, family and acquaintances. How do you guarantee the referral? 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