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Tag Archives: referrals

Why prospecting fails and what to do about it

Prospecting is arguably the No. 1 hot topic in sales. In spite of all the seminars, podcasts, training programs, books, and pressure from managers, most salespeople are prospecting excuse experts. Even when cajoled, pushed, and incentivized, salespeople have a tough time getting their prospecting engine to run on one cylinder — at most. Why is there so much resistance to ...

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Are you getting as many referrals as you should?

Who is the 2nd easiest client to sell? A referral of course! But, how do we get more of them? A mentor of mine used to say; “Anything that happens by accident can be made to happen predictably with the right systems.” When it comes to referrals, this is a true statement indeed. How would more referrals impact your dealership? ...

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