In this episode of the Best Sellers Podcast, host Doug Dvorak chats with renowned sales trainer and author Dennis Fox. Dennis shares his journey in sales training and the creation of the Client Development Institute. The conversation covers the importance of building strong client relationships, the art of asking for referrals, and the power of truth in sales. Dennis also provides practical tips for leveraging LinkedIn, handling resistance, and making impactful first impressions. If you're looking to elevate your sales game, this episode is packed with actionable insights and inspiring stories.

00:00 The Importance of Professionalism in Sales
02:35 Meet Dennis Fox: Sales Trainer and Thought Leader
04:34 Dennis Fox's Journey into Sales Training
09:37 The Power of Referrals and Introductions
13:01 Research and Preparation for Successful Sales
17:58 The Role of Storytelling in Sales
21:18 The Power of Referrals in Sales
21:57 Why Referrals Are Crucial in the Digital Age
23:29 Common Mistakes When Asking for Referrals
24:44 Turning Casual Connections into Reliable Referrals
26:07 Nurturing Relationships for Long-Term Referrals
28:06 Frameworks for Initiating Referral Requests
29:03 Leveraging Social Media for Referrals
30:09 Handling Resistance When Asking for Referrals
31:38 Memorable Success Stories in Referral Mastery
34:13 Key Advice for Introductions and Referrals
35:21 Rapid Fire Round: Sales Insights and Advice