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Perfect Phrases for Sales Referrals


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Table of Contents

Perfect Phrases for Sales ReferralsIntroduction ixPart I Perfect Phrases for Earned Referral FactorChapter 1 How a Referral-Based Business Can Work Chapter 2 Common Language and Direct Value StatementsThe Direct Value Statement
Sample Direct Value Statements
Using the Direct Value Statement Part II Perfect Phrases for Client-Generated ReferralsChapter 3 What Keeps People from Earning Referrals12 Reasons You Don't Earn Referrals
The Real Reasons for Lack of Referrals
Leverage Your Tools
Give-to-Get Meets Time Management
Noncompetitive Groups
Conclusion Chapter 4 Give-to-GetStop Stumbling on Referrals
A Referral Philosophy
Knowing Whom to Ask: The Four Characteristics of a Qualified Connector Chapter 5 Give Value FirstClient- or Prospect-Generated Referrals
Nonclient-Generated Referrals
Conclusion Chapter 6 Follow Through Follow Through with Referrals
Active Connectors
Passive Connectors
Follow Up with ConnectorsPart 3 Referrals from Nonclients 73Chapter 7 Give Emotional Words The Formula for Success
Needs versus Wants Chapter 8 Nonclient Phrases Principal Accountant
Nonprincipal Architect
Principal Architect
Litigating Attorney
Nonlitigating Attorney
Nonentrepreneurial CEO with an Engineering Background
Nonentrepreneurial CEO with a Financial Background
General Nonentrepreneurial CEO
Nonentrepreneurial CEO with an Operations Background
Chief Financial Officer
Chief Information Officer
Corporate Executive
Entrepreneurial Dentist/Orthodontist
Design Engineer
Entrepreneur with an Engineering Background
Entrepreneur with a Financial Background
Entrepreneur with an Operations Background
Equipment Engineer
Facilities Manager
Hospital Administrator
Hospital Materials Manager
Human Resources Training Executive
Insurance Claims Adjuster
Medical/Dental Office Manager
Primary Care Physician
Process Engineer
Purchasing Agent/Manager
Real Estate Manager
Semiconductor "Fab" Manager
Surgeon Chapter 9 Getting Recommendations Using Social Proof for Maximum Impact
Getting Satisfied Customers to Help You Sell
Compiling References
Other Types of Social Proof
Conclusion Chapter 10 A Long-Term Strategy Handwritten Cards
Sample Cards Chapter 11 Conclusion

About the Author

Jeb Brooks is executive vice president of The Brooks Group, an awardwinning sales training firm.Marty Scirratt is the former senior vice president of sales at a publicly traded firm, where he led a team of 500 people responsible for more than $1.7 billion in sales, much of it referral-based.

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