Problem:
Review the material on referrals and plan what you will say to your customer who has purchased a Lexus prior to build your prospect base. Explain that satisfied customers often know other people who would consider purchasing a Lexus. You might say "considering the positive experience you have had as a Lexus owner, you probably know others who appreciate fine automobiles. Is there anyone who comes to mind?" If, after proving, your customer doesn't recall someone immediately, ask permission to call him later to see if anyone has come to mind. Ask this person for actual names, addresses, and other qualifying information about prospective customers he knows. Write a short report on how you would conduct this interaction and what will be said.