You should be earning, not begging for, referrals

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or “as soon as you make the sale, ask for a referral.” These strategies are not only wrong, they also jeopardize the future of the relationship. First of all, why are you asking (begging) for a referral? Second of all, ...

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