Utilize the power of referrals from "summary" of How I Raised Myself From Failure to Success in Selling by Frank Bettger
Referrals are one of the most powerful tools in a salesperson's arsenal. When someone refers you to a potential client, they are essentially endorsing you and your services. This endorsement carries a lot of weight because people trust the opinions of their friends and family. This trust can give you a significant advantage when trying to make a sale.
However, many salespeople fail to take advantage of this powerful tool. They either don't ask for referrals or they don't follow up on the ones they do receive. This is a mistake. Referrals are like gold in the world of sales. They can open doors that would otherwise be closed to you.
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