Referrals, we are told from our first day on the job, are the best prospecting tool in any salesperson’s toolbox. According to sales legend, the path to top-producer status is paved with referrals. Yet, the truth is that very few salespeople generate many high-quality referrals.
And then there are those who get a few names and phone numbers here and there. Unfortunately, most of these “referrals” don’t turn into sales. For most salespeople, trying to get referrals can be so disappointing they stop asking altogether. These salespeople conclude that referrals are just a myth, that they aren’t worth the time and effort it takes to get them.
Written By Paul Mccord
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