Steve Gordon joins Will on this episode of the Salesman Podcast to share how any sales professional can set themselves up to have endless incoming referrals coming their way.
The show is kicked off with Steve explaining why gaining a referral isn’t just as simple as asking for it.
“With referrals, there’s usually nothing but risk to the client” – Steve Gordon
Steve then shares how we can flip referrals which are nothing but a risk to your clients relationship with other clients into something that everyone values from.
“Change the dynamic of the referral from a taking event to a giving event.” – Steve Gordon
The show is wrapped up with Steve explaining the importance of building authority in your niche and how that makes asking for the referral a whole lot easier.
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Steve Gordon became CEO of his first company at age 28. He’s invested the last 20 years in the study and application of selling high-ticket services.
He is the editor of four business newsletters read by thousands of CEOs, professional practitioners, entrepreneurs and sales pros around the world.
Steve consults with businesses in 30 different industries, all selling high-ticket products and services in high-trust selling environments. He lives in Tallahassee, Florida with his wife Erin and their four children.
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