Creating a million-dollar-a-year sales income : [sales success through client referrals] /
| Autore principale: | |
|---|---|
| Natura: | Libro |
| Lingua: | English |
| Pubblicazione: |
Hoboken, N.J. :
John Wiley & Sons,
c2007.
|
| Soggetti: | |
| Classic Catalogue: | View this record in Classic Catalogue |
Sommario:
- 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.