5th Law of Sales:•The sale is “closed” when it’s referencable. The truly great know that receiving a purchase order isn’t the end of the sale, it’s merely the beginning. But too many believe the sale is official when the service/product has been delivered. That is still a bit pre-mature to celebrate. The sale that matters most is the sale that meets the customer’s requirements in a way that results in a referencable customer. It is said that 80% of all sales occur after the 5th contact. A meaningful reference can reduce that number by a many as two, cutting the time and sale expense by nearly 40%! And 76% of all people who get a good personal reference, buy.