CHAPTER 3What Keeps People from Earning Referrals

Before you take steps to grow your referral opportunities, it’s important to explore the common reasons we’ve seen salespeople resist the advice to ask for referrals. The explanations all relate to negative beliefs. Reversing those negative beliefs begins with a process of positive self-talk. There are 12 common reasons salespeople fail to earn referrals. Through the years, we have noticed that these stumbling blocks are easy to overcome if a salesperson is willing to admit his or her shortcomings. Let’s take a look at them.

12 Reasons You Don’t Earn Referrals

1. You Aren’t Following Up on the Referrals You’re Getting

Believe it or not, some salespeople don’t follow up on the referrals they’re ...

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