Creating a million-dollar-a-year sales income / Paul M. McCord

By: McCord, Paul MPublication details: New Jersey : John Wiley & Sons, c2007. Description: v, 202 p. ; 23 cm. : illISBN: 9780470045497; 0470045493Subject(s): 1. Selling | 2. Business referralsDDC classification: 658.85 MAC

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Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College Library	Villa College Library	658.85 MAC (Browse shelf(Opens below))	Available		3457

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CONTENT INCLUDES:

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 referrals
Common objections to referral selling

Includes index.

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