Excerpt from “
The Complete Idiot’s Guide to Cold Calling” by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. 2004.
What exactly classifies as a referral? If we were to create some parameters that define what a referral is, this is what it would look like.
Synonymous with “recommendation” and “testimonial,” [...]

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Do you know exactly what to say to a prospect that captures their attention so succinctly and effectively that they are actually asking for more? If you are being honest with yourself, it is probably the same answer I hear from most people regardless of age, industry or experience and that is, “No.”
If that is [...]

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