Top Sales Performer Secret #7: Pros take charge of the sales call and follow a clearly defined, scientific process. That’s how they qualify the right prospects and close more sales in less time.
In networking environments they know the first prospect they encounter is the person referring them to a potential prospect. Top Sales Performers want to know
The prospect they are being referred to has a real issue that needs fixing
Is aware they will be receiving a call from the person being referred to them
Is willing to speak with, and meet with them