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Author McCord, Paul M.

Title Creating a million-dollar-a-year sales income : [sales success through client referrals] / Paul M. McCord.

Publication Info. Hoboken, N.J. : John Wiley & Sons, [2007]
©2007

Copies

Location Call No. Status
 Wethersfield Public Library - Non Fiction  658.85 MCCORD    Check Shelf
Description v, 202 pages ; 23 cm
Note Includes index.
Contents 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.
Subject Selling.
Business referrals.
ISBN 9780470045497 paperback alkaline paper
0470045493 paperback alkaline paper
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