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Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales
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
April 2013
Intermediate to advanced content levelIntermediate to advanced
224 pages
3h 8m
English
McGraw-Hill
Content preview from Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales

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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Publisher Resources

ISBN: 9780071810081