Creating a million-dollar-a-year sales income : [sales success through client referrals] /
| Príomhchruthaitheoir: | |
|---|---|
| Formáid: | LEABHAR |
| Teanga: | English |
| Foilsithe / Cruthaithe: |
Hoboken, N.J. :
John Wiley & Sons,
c2007.
|
| Ábhair: | |
| Classic Catalogue: | View this record in Classic Catalogue |
Clár na nÁbhar:
- Why salespeople fail
- Referrals are the solution
- Simply asking for referrals doesn't work
- Establishing the referral relationship
- Getting agreement on terms
- Negotiating for referrals
- Earning the referrals
- The referral acquisition meeting
- Contacting the referred prospect
- The next generation of referrals
- What if they don't buy?
- Creating referral partnerships
- Networking for refferals
- Common objections to referral selling.