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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients
book

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

by Bill Cates
April 2013
Intermediate to advanced content levelIntermediate to advanced
256 pages
5h 1m
English
McGraw-Hill
Content preview from Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

12 BUILDING TRUST

CREATING TRUST

If there is any one element that must be present in a successful sales situation, it’s trust. And since referrals are borrowed trust, you enter all your new relationships at a higher point of trust.

image Trust allows the prospect to give you an appointment.

image Trust allows you to ask probing questions.

image Trust allows you to keep the sale moving forward.

Trust allows the prospect to say yes to becoming a client.

Trust is ...

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Publisher Resources

ISBN: 9780071791663