Get more referrals now!

by Cates, W. R., (William R.)

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The most powerful way to sell.

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Title Statements

Full title :Get more referrals now! / Bill Cates.

Summary

The most powerful way to sell.

Edition Statements

Publication Date:©2003.

Publication Statements

Publisher(s):McGraw-Hill
Place of Publication:New York, N.Y
Language:eng
Publication Date:©2003.

Notes

Includes index.

The Physical Object

Description:xvii, 200 pages ; : 23 cm.

Edition Identifiers

ISBN:0071417753, 9780071417754
oclc:ocm53793472
LC Classification:HF5438.25
Dewey Decimal:658.8

Sect. I: The Foundation: Adopt a Referral Mindset -- Ch. 1: Do-Not-Call Lists-The Death of Cold-Calling -- Ch. 2: Building Your Castle -- Ch. 3: The Relationship Is Everything -- Ch. 4: Develop a Referral Mindset -- Sect. II: The First Cornerstone: Enhance Your Referrability -- Ch. 5: Exceed Your Client's Expectations -- Ch. 6: Put Your Attitude of Service into Action -- Ch. 7: Exceed Your Own Expectations -- Ch. 8: The Value of the Complaining Client -- Sect. III: The Second Cornerstone: Prospect For Referrals -- Ch. 9: Plant Referral Seeds -- Ch. 10: Ask for Referrals at the Right Time -- Ch. 11: Ask for Referrals in an Effective Way -- Ch. 12: Explore Client Resistance -- Ch. 13: The Power of a Profile -- Ch. 14: Upgrade the Quality of Your Referrals -- Ch. 15: Get Introduced to Your New Prospect -- Ch. 16: Create a Great Referral Experience -- Ch. 17: Create Mistaken Assumptions -- Sect. IV: The Third Cornerstone: Network Strategically -- Ch. 18: Build Your Own Personal Sales Force -- Ch. 19: Have a Strategy for Business Events -- Ch. 20: Get the Most Out of Business Events -- Ch. 21: It's Not Over When the Event is Over -- Sect. IV: The Fourth Cornerstone: Network Strategical…