Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales

Jeb Brooks is executive vice president of The Brooks Group, an awardwinning sales training firm. Marty Scirratt is the former senior vicepresident of sales at a publicly traded firm, where he led a team of 500 people responsible for more than $1.7 billion in sales, much of it referral-based.

• Perfect Phrases for Sales ReferralsIntroduction ixPart I Perfect Phrases for Earned Referral FactorChapter 1 How a Referral-Based Business Can Work Chapter 2 Common Language and Direct Value StatementsThe Direct Value Statement Sample Direct Value StatementsUsing the Direct Value Statement Part II Perfect Phrases for Client-Generated ReferralsChapter 3 What Keeps People from Earning Referrals12 Reasons You Don’t Earn Referrals The Real Reasons for Lack of ReferralsLeverage Your Tools Give-to-Get Meets Time Management Noncompetitive Groups Self-Assessment Conclusion Chapter 4 Give-to-GetStop Stumbling on Referrals A Referral Philosophy Knowing Whom to Ask: The Four Characteristics of a Qualified Connector Chapter 5 Give Value FirstClient- or Prospect-Generated Referrals Nonclient-Generated Referrals Conclusion Chapter 6 Follow Through Follow Through with Referrals Active Connectors Passive Connectors Follow Up with ConnectorsPart 3 Referrals from Nonclients 73Chapter 7 Give Emotional Words The Formula for Success Needs versus Wants Chapter 8 Nonclient Phrases Principal Accountant Nonprincipal Architect Principal Architect Litigating Attorney Nonlitigating Attorney Nonentrepreneurial CEO with an Engineering Background Nonentrepreneurial CEO with a Financial Background General Nonentrepreneurial CEO Nonentrepreneurial CEO with an Operations Background Chief Financial Officer Chief Information Officer Chiropractor Corporate Executive Entrepreneurial Dentist/Orthodontist Design Engineer Entrepreneur with an Engineering Background Entrepreneur with a Financial Background Entrepreneur with an Operations Background Equipment Engineer Facilities Manager Franchisee Hematologist Hospital Administrator Hospital Materials Manager Human Resources Training Executive Insurance Claims Adjuster Medical/Dental Office Manager Oncologist Pathologist Primary Care Physician Process Engineer Purchasing Agent/Manager Radiologist Real Estate Manager Researcher Semiconductor “Fab” Manager Surgeon Chapter 9 Getting Recommendations Using Social Proof for Maximum Impact Getting Satisfied Customers to Help You Sell Compiling References Other Types of Social Proof Conclusion Chapter 10 A Long-Term Strategy Handwritten Cards Sample Cards Chapter 11 Conclusion