01480nam a22002894a 4500 7620 BD-DhAAL 20150318093509.0 150318s2007 nju 001 0 eng 2006011010 9780470045497 (pbk. : alk. paper) 0470045493 (pbk. : alk. paper) DLC DLC DLC BD-DhAAL HF5438.25 .M3956 2007 658.85 22 McCord, Paul M. 9786 Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord. Hoboken, N.J. : John Wiley & Sons, c2007. v, 202 p. ; 23 cm. 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. 7620 Selling. 9787 Business referrals. 9788 ddc BK 34081 34081 0 0 ddc 0 658_850000000000000_MCC 0 53176 SCL SCL GEN 2015-03-18 Gift: The Asia Foundation 1 658.85 MCC 3020007620 2018-09-28 2018-09-28 1 2015-03-18 BK