Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client ReferralsISBN: 978-0-470-04549-7
Paperback
208 pages
November 2006
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
|
||||||
INTRODUCTION.
CHAPTER 1. Why Salespeople Fail.
CHAPTER 2. Referrals Are the Solution.
CHAPTER 3. Simply Asking for Referrals Doesn’t Work.
CHAPTER 4. Establishing the Referral Relationship.
CHAPTER 5. Getting Agreement on Terms.
CHAPTER 6. Negotiating for Referrals.
CHAPTER 7. Earning the Referrals.
CHAPTER 8. The Referral Acquisition Meeting.
CHAPTER 9. Contacting the Referred Prospect.
CHAPTER 10. The Next Generation of Referrals.
CHAPTER 11. What if They Don’t Buy?
CHAPTER 12. Creating Referral Partnerships.
CHAPTER 13. Networking for Referrals.
CHAPTER 14. Common Objections to Referral Selling.
INDEX.
Related Titles
General Marketing & Sales
Read an Excerpt
.png){kind=small}
Join An E-mail ListLearn about the latest products, events, offers and content. |
