Creating a million-dollar-a-year sales income :
McCord, Paul M.
Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord. - Hoboken, N.J. : John Wiley & Sons, c2007. - v, 202 p. ; 23 cm.
Includes index.
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.
9780470045497 (pbk. : alk. paper) 0470045493 (pbk. : alk. paper)
2006011010
HF5438.25 / .M3956 2007
658.85
Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord. - Hoboken, N.J. : John Wiley & Sons, c2007. - v, 202 p. ; 23 cm.
Includes index.
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.
9780470045497 (pbk. : alk. paper) 0470045493 (pbk. : alk. paper)
2006011010
HF5438.25 / .M3956 2007
658.85