"The referral of a Lifetime" is the best book I've read in years! It puts into perspective the purpose of making a sale...and that is to meet the need of the client. With that in mind, you can do your follow up calls with the joy of helping another. Fear is gone and sales go up!
This book is so full of common sense, realistic principles that every business owner should own a copy. Mind you the real trick will be implementing the lessons into your own business. That's my plan and I look forward to helping others do the same.