Quotes from the Masters
On Referability

"Does he or she know you, like you, and trust you?  Does he want to see you succeed?  Does she want to help you find new business?  If so, then you have yourself a 'Personal Walking Ambassador.'" -– Bob Burg  

"Call people back immediately. One of the biggest challenges most salespeople have is that they don't want to pick up messages and call people back. Return calls now. It's the only way you can build up a solid clientele." -– Tom Hopkins  

"If you roll out the red carpet for a billionaire, they won't even notice it.  If you roll out the red carpet for a millionaire, they expect it.  If you roll out the red carpet for a thousandaire, they appreciate it.  If you roll out the red carpet for a hundredaire, they tell everybody they know." -– Patricia Fripp

"Keep every promise made. To make the sale, some salespeople will promise everything.  And then they don't do what they promised. You'll never get a referral that way. Under-promise so you can over-deliver. That's how you 'wow' them and keep them happy." -– Tom Hopkins  

"Don't concentrate on making a lot of money, but rather on becoming the type of person people want to do business with." -– Patricia Fripp 

"Excellent service is not what you believe it to be, it's what your customer perceives it to be. And tells others." -- Jeffrey Gitomer  

"To become a champion salesperson, you should set a goal to become someone people will not hesitate to recommend. Become someone people seek out as an expert in your field." -– Tom Hopkins  

"It is not who you know, but who wants to know you." -– Patricia Fripp

Provided courtesy of  Jim Rohn International