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Selling: The New Norm by Drew Stevens

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CHAPTER 6

The Holy Grail of Referrals

One of the key influencers for any seller is the number of referrals obtained from customers. Referrals are the hallmark to every successful sales because they provide testimonials from happy customers. Customers referring you to their friends, colleagues, and peers are the ultimate sign of trust and respect; the biggest compliment that any client can provide to a selling professional is a referral.

The chief concern about referrals is how well you build client relationships. Sales development today is achieved with a considerable focus on value and client deliverables. In our competitive society, client-to-client influences are exceedingly strong. Customers today demand relationships. What needs to be understood ...

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