CHAPTER 1How a Referral-Based Business Can Work
To show you what’s possible, we’d like to take a few pages to share a story about how one salesperson built a river of referrals.
Calvin’s new boss approached him and reached out to shake his hand. “Calvin, I’m glad you’re on our team. You’ve done well for your first month with us,” he said.
Calvin’s boss seemed to be a good sales manager. He appeared to have control over what was happening in his office and with his sales team. The new hire training class he led Calvin through over his first month had been intense. But like a lot of salespeople being holed up behind a desk for weeks, Calvin was ready to get out of the office and into the real world. He hadn’t been told his agenda for his second ...
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