Resources from Gary O'Sullivan:

Testimonial:
"Gary is an entertaining, effective and memorable sales trainer. Gary has a way of putting people at ease. I appreciate his quality of character and professionalism."
Virginia Aspy
National Sales Manager, Grace Management

Resources from Gary O'Sullivan

Your Personal Sales Trainer

View the YPST Blog Archives

Saturday, October 2, 2010
Referral Mentality

You can develop a referral mentality.



The way you think about referrals determines what you do about getting them and working them consistency.

What does it mean to develop a referral mentality?

It means believing you can achieve.

It means doing daily what you want to achieve weekly.

It means that what you think, matters.


What you believe is what you achieve
It is important to have a strong and positive belief system about referral obtainment and your personal responsibility to get new leads constantly. What you believe affects what you will do and how effectively you will do it.

What you do daily determines what to achieve weekly
Asking for referrals on occasion, when you feel like it, or when you are desperate will have a negative effect on your performance. For your long-term success, you must form the habit of asking for referrals daily.

What you think matters
To develop a referral mentality, you must think about referrals all the time. Always think about developing the type of relationship and trust with your prospects that will cause them to think of you as a person who is referable. And, you must think about how to get referrals from every presentation, every time.

Remember what Earl Nightengale and James Allen said:

We become what we think about.
Earl Nightingale


All that a man achieves and all that he fails to achieve is the direct result of his thoughts.
James Allen

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.

Videos

Video Excerpts!
Now you can Watch Gary O'Sullivan IN ACTION!
Excerpts from Gary's DVD Videos are now online!

Wealth of Experience

With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

Follow Gary!