Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord.
Material type:
TextLanguage: English Publication details: Hoboken, N.J. : John Wiley & Sons, c2007.Description: v, 202 p. ; 23 cmISBN: - 9780470045497
- 0470045493
- 658.85 22 MCC 2007
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Eastern University Library General Stacks | 658.85 MCC 2007 (Browse shelf(Opens below)) | Available | 10941 | ||
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Eastern University Library General Stacks | 658.85 MCC 2007 (Browse shelf(Opens below)) | Available | 10942 | ||
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Eastern University Library General Stacks | 658.85 MCC 2007 (Browse shelf(Opens below)) | Not For Loan | 09897 | ||
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Eastern University Library General Stacks | 658.85 MCC 2007 (Browse shelf(Opens below)) | Available | 09898 |
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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