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A big question I am asked each month from professionals I work with interested in increasing their client and customer referrals(realtors Amani Hooker Titans Jersey , financial advisors, attorneys, CPAs, bankers, etc.) is this: "When I discuss referrals Nate Davis Titans Jersey , how do I overcome referral objections?"


Essentially, this is an age-old sales dilemma grounded in one thing: fear. And the "fear," in this case, is on both sides of the equation:


Equation #1: I am afraid (fearful) to ask the client or customer for a referral.


Equation #2: The client or customer I am *asking* for a referral is afraid (or fearful) to discuss the subject with me.


I want to be clear: The client or customer you're asking for a referral is NOT telling you WHY they are afraid. It is often well below the surface. The key to this lies in discovering why the other person is fearful to begin with. And there are three (3) ways you go about doing this.


1. First, eliminate the other person's fear by adding more information. If they object to your comment about referrals A.J. Brown Titans Jersey , you may start by saying something like: "John, I'm glad to hear you say that. I know exactly what you mean," or "Thank you for bringing that up; it's a good point."


Another way is to use the "3-F" format: Feel, Felt, Found.


Practical example:


"John Jeffery Simmons Titans Jersey , I know how you *feel* about providing referrals. I've *found* the same to be true in my business, in that I never give referrals until I understand all the work someone has done for me. I've also *felt* that once I've gotten all of that information, I'm happy to refer business. Is that what you really meant??"


Tip: At this stage, you must go slow, slow Jurrell Casey Titans Jersey , slow--- present the information that dispels the person's perceived problem in granting you a referral. Be careful, and go slow.


2. Treat the referrers' objection as an "objective." Legendary sales master Zig Ziglar once said that a person's objection to anything in life is simply their *objective.* It's nothing more than them trying to accomplish something they are not telling you about!


For example, a CPA or attorney is not objecting to referring one of their highly valued, affluent clients to you--- they just have a certain "objective" before granting you the introduction. Do you know what that "objective" is? Remember: objection equals objective.


3. Probe to see if their voiced objection is the only one they REALLY have. In most cases it is NOT. So work towards confirmation and reinforcement. For example, confirm and get reinforcement onto the table.


Practical example: "That's a good point to consider John. Your question is whether this is the smart thing to do right now Kevin Byard Titans Jersey , isn't it?"


When the person replies yes, begin to ask for reinforcement: "Well, you do like the program, don't you?"


You need reinforcement from the referrer.


Remember: Every instance is different. And every person is different, as is their communication style. Discover the nature of a person's resistance. If the conversation becomes heavy or tense--- back off.


Don't ruin your chances for referrals later by exploring too hard now. But get exploring!




As I have mentioned before that the pink colour can make women look younger than ever Derrick Henry Titans Jersey , now I will share some wonderful ideas about how to make some stunning accessories for your pink prom dresses. This time I don鈥檛 want to emphasize how lovely the pink prom wear is any more. Let us go into the article straightly.


Whether you wear the long pink chiffon prom gown or the short pink cocktail prom dress, you still need some shining accessories to pair with your stunning gowns. The additional accessories can make your look more beautiful and charming. That is a high-key manner in the public. People鈥檚 eyes will be focused on you if you are glamorous and shocking.


Does pink prom dresses best paired with pink color series of jewelries items? Not necessary indeed. Pink actually is a nice color to match with white, black and pink itself. Therefore you can consider for matching these colors series of jewelries essentials like earrings, necklaces, bracelets etc with these gowns. For instance pink diamond necklace and earring set will make your 鈥減ink look鈥?more pinkies. Other than that Corey Davis Titans Jersey , match the dress with warm glow pearl necklace and bracelet, it absolutely leaves good impression for your future father and mother in-law when you are attending first function with them. Others like silver metal based of jewelries items also available for these dresses.


If you are putting up pink strapless prom dresses like tube pink and black prom gowns, you can match the dress with nice shrug or bolero jacket. Pink feather shrug for example, is the lovely and sophisticated piece that adds luxurious for your pink evening look. Or else you can get along the dress with white satin bolero or black silk shrugs, both will enhance the elegance of the dress as well as the image.


For foot accessories like shoes and socks Marcus Mariota Titans Jersey , you can select the best to match your gown. As you know, a pair of shoes is also important for you and your events. If your shoes are not that fitted or at the wrong size, you will feel comfortable. In addition, the color of your shoes should match with your prom gown. Black high heels will be good for your pink prom wear. For example you decided for putting up short hot pink prom dresses; then you can compliment this look with a pair of black sexy fishnet legging sock as well as with pink pumps. If you intend to create feminine and decorous look, match the attire with simple style of high heels like white high heel or black high heel. Perhaps a pair of nice dress shoe will make you look as sweet as pink tone.


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