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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

17 ASKING FOR THE BUSINESS

ASK FOR THE BUSINESS

“You must ask for the business!” How many times have you heard that admonition? Plenty of times, I’m sure. So are you doing it? At some point in your process of attempting to turn a prospect into a client, are you asking the prospect to become a client? Are you asking the prospect to take action?

In the introduction to this section, I shared my philosophy on sales—that selling is simply a series of seeking permissions: permission to ask questions, permission to probe further, permission to keep the process moving to the next logical step. Well, one could say this is the “ultimate permission.” You’re seeking permission to confirm the new relationship.

I personally use every idea in this chapter. ...

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Publisher Resources

ISBN: 9780071791663