Discussion:
I. After eight attempts. you now have Mr. Butler on the telephone. What would you say in order to get an appointment and set the stage for getting referrals?
2. Thu get the appointment and are now in Mr. Butlers office trying to get him to buy a satellite for his home and office. Sometime during the presentation you are going to ask for a referral. What would you say?
3. Mr. Butler buys a satellite for his home but not his office. You install the satellite yourself and then spend 15 minutes showing Mr and Mn. Butler and their two teenagers how to use it. Before you leave, how would you ask for a referral?
4. Three months after the installation you are talking to Mr. Butler. Flow would you ask for a referral'?