Creating a million-dollar-a-year sales income : [sales success through client referrals] - McCord, Paul M. (Hoboken, N.J. : John Wiley & Sons, 2007)
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.
Includes index.
Keywords: Selling; Business referrals