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 0470045493
Selling.
Business referrals.
658.85 / MCC 2007
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 0470045493
Selling.
Business referrals.
658.85 / MCC 2007