Jeb Brooks - Perfect Phrases for Sales Referrals: Hundreds of Ready-To-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales

Other titles in the Perfect Phrases series include:

Perfect Phrases for Performance Goals, Second Edition
by Douglas Max and Robert Bacal

Perfect Phrases for Customer Service, Second Edition
by Robert Bacal

Perfect Phrases for Managing Your Small Business
by Robert Bacal and Nancy Moore

Perfect Phrases for the Sales Call, Second Edition
by Jeb Brooks and William Brooks

Perfect Phrases for Referrals and Getting New Clients
by Jeb Brooks and Marty Scirratt

Perfect Phrases for Lead Generation
by William Brooks

Perfect Phrases for Business Proposals and Business Plans
by Don Debelak

Perfect Phrases for Meetings
by Don Debelak

Perfect Phrases for Real Estate Agents and Brokers
by Dan Hamilton

Perfect Solutions for Difficult Employee Situations
by Sid Kemp

Perfect Phrases for Executive Presentations
by Alan Perlman

Perfect Phrases for Coaching Employee Performance
by Laura Poole

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MHID: 0-07-181009-9

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Rick sells industrial equipment to manufacturers. Right now, he only has one potentially worthwhile opportunity to pursue, but its a long shot. He has been calling his contact inside the account every day for a week to check in and get an update. Even though there really are not any buying signals, Rick still sees them everywhere. He is looking for the silver lining in what is quickly turning into a storm cloud. Finally, fed up, his contact tells him they are going with a competitor, insists that Rick stop calling, and hangs up on him. Rick has nothing else to rely on. He has no choice but to start cold calling.

Sarah sells for the same company in a neighboring territory. Just as Rick is getting hung up on, she is wrapping up a meeting with a prospect to whom a current client eagerly introduced her. Later this afternoon, she will head to a meeting with a major manufacturer who is interested in committing to a purchase that would mark Sarahs biggest sale ever. She was introduced by a mutual friendan architectwhom Sarah met at a trade show. Because Sarah knows precisely what to say and how to ask for referrals, she is never at a loss for opportunities. She practically has a river of referrals flowing to her.

Imagine what thats like! Rivers of referrals flowing into your office every day! It is possible. And its a lot easierand more effectivethan making thousands of cold calls. Unfortunately, many salespeople seem unwilling to do the work required to identify, cultivate, and benefit from those referral sources we call connectors. A connector is someone who can introduce you to new opportunities.

Which salesperson are you most like? Are you Rick? Struggling for prospects and opportunities? Or are you Sarah? Managing the many referrals and new prospects that come to you?

Sarah has a full funnel. And it is full because she learned exactly what to do and precisely what to say to generate referrals. She is a truly professional salesperson who leads a successful career. And this kind of professional life is possible (even likely) if you learn the strategies and tactics in this book. Simply put, you do not have to cold call for the rest of your life. We tell you more about Sarah in .

By using this book you can generate more referrals, leading to more qualified prospects and leading to more customers. By putting the phrases we present into your daily sales-speak, you will find that you have more qualified prospects who will gladly meet with you. Further, you will interact with them in a way that will not be annoying or distracting. You will take strides toward becoming a trusted advisor.