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Unbreakable Law 21: Earn Without Asking


All salespeople want to make sales, ask for referrals, and beg for some letter of testimonial. Luckily, you’re not like all salespeople. The key to sales success is the word “earn.” You never have to close a sale if you earn it and you never have to ask for a referral if you earn it.

Seems simple on the surface, but “earning” is the hardest element of sales to master. It’s not just a process, it’s a game changer, and THE report card of your effort, your relationship, and your perceived value. And, oh yeah, your money.


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