Endless Referrals, Third Edition

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

After patiently listening to this salesperson’s eloquent description of the impressive list of features, the woman asked meekly, “But will it keep an old lady warm at night?” That’s the difference between features and benefits.

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

A good benefit statement often begins with something like, “I show people how to…” or “I help people to.…” It’s generally not a good idea to begin sentences with the word “I,” but in this case we almost have to. If you come up with another beginning that works as well for you, by all means, use it.

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

Systems permit ordinary people to achieve extraordinary results, predictably.

Networking is the cultivating of mutually beneficial, give-and-take, win-win relationships.

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

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.