年销售百万美元创收：通过客户推举的销售成功 Creating a Million-Dollar-a-Year Sales Income:
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作者： Paul M. McCord著
出 版 社： John Wiley & Sons
出版时间： 2007-1-1字数：版次： 1页数： 201印刷时间： 2007/12/01开本：印次：纸张： 胶版纸I S B N ： 9780470045497包装： 平装编辑推荐
作者简介：
PAUL McCORD is a speaker, sales trainer, and consultant with over twenty years' experience training sales personnel from every imaginable industry. His sales training and consulting company, McCord and Associates, is a Houston-based firm that focuses on helping small to medium-sized companies develop their sales teams.
内容简介
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!
目录
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
