Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord.
Publication details: Hoboken, N.J. : John Wiley & Sons, c2007.Description: v, 202 p. ; 23 cmISBN:- 9780470045497 (pbk. : alk. paper)
- 0470045493 (pbk. : alk. paper)
- 658.85 22
- HF5438.25 .M3956 2007
Item type | Current library | Home library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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Savar Campus Library General Stacks | Savar Campus Library General Stacks | 658.85 MCC (Browse shelf(Opens below)) | 1 | Available | 3020007620 |
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.
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