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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates

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12 BUILDING TRUST

CREATING TRUST

If there is any one element that must be present in a successful sales situation, it’s trust. And since referrals are borrowed trust, you enter all your new relationships at a higher point of trust.

image Trust allows the prospect to give you an appointment.

image Trust allows you to ask probing questions.

image Trust allows you to keep the sale moving forward.

Trust allows the prospect to say yes to becoming a client.

Trust is ...

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