It's one thing to be asked for outside referrals to your services when you are in your office or on a sales call with all of your materials in your briefcase. It's quite another when facing a prospect at a trade show or other event.

Whether you are staff in the booth, at a networking event, or just having an impromptu meeting, being asked to validate your services can throw off your cadence and thought process.

The more you plan ahead for these queries at a trade show or other event - when asked, “Says Who?”, you’ll be able to answer, “Here’s Who”.

Imagine this scene. You are at the trade show, having a discrete "Sales Call" conversation with a visitor. Things are going well until he says something like:

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