Stop talking about referrals.
Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? The answer’s simple. Everyone raves that referrals are their best source of new business, but few salespeople actually raise their hand and commit to referral selling.
That’s why I decided to host summer sales training courses this year. Because it’s time to cease this nonsensical behavior—to stop talking and start doing.
If you decided to lose weight, you’d cut out junk food and eat healthier. If you decided to get stronger, you’d hire a trainer and work out regularly. If you decided to run a marathon, you’d invest in many pairs of running shoes and a running coach, and you’d invest months of your time. A marathon is 26.2 miles. I know that, because I walked a marathon. It took seven hours. And it took training and practice.
You can’t shortcut success
