April 2013
Intermediate to advanced
224 pages
3h 8m
English
book
Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales
by Jeb Brooks, Marty Scirratt
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CHAPTER 2Common Language and Direct Value Statements
Throughout this book, we use some terms that are important for you to understand, and so, we are taking a few pages to define each. In a book like this, authors and readers should be on the same page, and we believe that a shared understanding of the specific terminology is a critical part of that agreement.
Connector: The source of a referral. This person provides you with the name and, ideally, an introduction to a potential source of business. For example, if you are selling website development services and a satisfied client refers you to his uncle’s construction company, the satisfied client is your connector.
Referral: The person to whom the connector introduces you. This is the person ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.