Character and competence are crucial to success in sales, but they aren’t the number 1 reason people miss out on referrals. Communication - or a lack thereof, kills more relationships than anything else.   Whether it’s a script, or an email - a badly crafted piece of communication can tank a great relationship faster than incompetence can. What are the biggest communication mistakes we make in sales?   How do we make sure every piece of communication we put out oozes, competence, character and care? In this episode, we’re diving into the third and final part of the 3 Cs of referability, sharing why communication is so critical to our success.   The power of events is you always have something to say, and that’s inviting them to the event or talking about the event you just had. -Michael Maher     Three Things You’ll Learn In This Episode     -Phone calls, a lost art Why do we instantly become more trustworthy by getting on the phone with someone?    -The power of event engagement Electronic communication isn’t as relevant as it was before. What matters more today?   -A database with a pulse  Communication is the lifeblood of any good business relationship. How does it breathe life into our connections?   Episode: 306 Title: The 3 Cs of Referability 3: Communication Is the Crown Jewel of Referrals Host: Michael J. Maher