What's a Real Referral?

Has this ever happened to you: you or your salespeople got a referral to call someone, and when you called, that person did not know you were going to call and really had no interest? Many salespeople are confused as to what really is a referral. A referral is not a recommendation to call someone "and you can use my name" or a list of names and telephone numbers from your networking buddy. What is a real referral? It's when someone has referred you to someone else, and that person knows and wants you to call them. The prospect is EXPECTING your call! Anything less is just one step above a call cold. Sandler trained business people teach their clients how to set up the referral properly, so you're not met with confusion or rejection when you call. Don't accept imitations, get a real referral!

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