Endless Referrals, Third Edition

All things being equal, people will do business with, and refer business to, those people they know, like, and trust.

networking is the mutual give and take that results in a winning situation for everyone involved.

Always give more in use value than what you take in cash value. You cannot give a person more in cash value than you take from them, but you can give them more in use value than the cash value of the thing you take from them.

A feature is what something is, whereas a benefit is what something does. A feature is a thing; a benefit is the solution to a problem or the fulfillment of a desire.

Then ask what he does for a living. He’ll tell you and ask you the same question. You tell him briefly, but go right back to showing interest in his business.

Feel-Good Questions® are simply questions that, by their very nature, make the other person feel good; about themselves, about the conversation, and about us—even though we’ve just met them and they hardly know us.

In sales, the person who asks the questions controls the conversation.

If you are networking correctly, the other person will never notice you are networking.

You should take this step only when you are sure the other person is ready. If you have already won this person over, they will want to network for you. You can come right out and mention to