Description

Book Synopsis
In Creating a Million-Dollar-a-Year Sales Income, Paul McCord sets out a detailed, yet flexible course of action that has been proven to generate referrals in virtually any sales system or environment and in any industry. This easy-to-read reference guide features compelling real-world examples of common mistakes and solutions that will transform lost opportunities into real prospects. Create the referral base that guarantees success!

Table of Contents
INTRODUCTION.

CHAPTER 1. Why Salespeople Fail.

CHAPTER 2. Referrals Are the Solution.

CHAPTER 3. Simply Asking for Referrals Doesn’t Work.

CHAPTER 4. Establishing the Referral Relationship.

CHAPTER 5. Getting Agreement on Terms.

CHAPTER 6. Negotiating for Referrals.

CHAPTER 7. Earning the Referrals.

CHAPTER 8. The Referral Acquisition Meeting.

CHAPTER 9. Contacting the Referred Prospect.

CHAPTER 10. The Next Generation of Referrals.

CHAPTER 11. What if They Don’t Buy?

CHAPTER 12. Creating Referral Partnerships.

CHAPTER 13. Networking for Referrals.

CHAPTER 14. Common Objections to Referral Selling.

INDEX.

Creating a MillionDollaraYear Sales Income

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    A Paperback / softback by Paul M. McCord

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      Book details

      Publisher John Wiley & Sons Inc
      Published 24 November 2006
      ISBN-13 9780470045497
      978-0470045497
      ISBN-10 0470045493

      Description

      Book Synopsis
      In Creating a Million-Dollar-a-Year Sales Income, Paul McCord sets out a detailed, yet flexible course of action that has been proven to generate referrals in virtually any sales system or environment and in any industry. This easy-to-read reference guide features compelling real-world examples of common mistakes and solutions that will transform lost opportunities into real prospects. Create the referral base that guarantees success!

      Table of Contents
      INTRODUCTION.

      CHAPTER 1. Why Salespeople Fail.

      CHAPTER 2. Referrals Are the Solution.

      CHAPTER 3. Simply Asking for Referrals Doesn’t Work.

      CHAPTER 4. Establishing the Referral Relationship.

      CHAPTER 5. Getting Agreement on Terms.

      CHAPTER 6. Negotiating for Referrals.

      CHAPTER 7. Earning the Referrals.

      CHAPTER 8. The Referral Acquisition Meeting.

      CHAPTER 9. Contacting the Referred Prospect.

      CHAPTER 10. The Next Generation of Referrals.

      CHAPTER 11. What if They Don’t Buy?

      CHAPTER 12. Creating Referral Partnerships.

      CHAPTER 13. Networking for Referrals.

      CHAPTER 14. Common Objections to Referral Selling.

      INDEX.

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