Endless Referrals: Network Your Everyday Contacts into Sales - Softcover

Burg, Bob

Softcover

ISBN 10: 0070089426 ISBN 13: 9780070089426

Publisher: McGraw-Hill Inc.,US, 1993

Synopsis

Once upon a time, "networking" meant shaking hands and passing out business cards. But in a sell-saturated world of junk faxes and telemarketing, virtually everyone - from sales reps to self-employed psychotherapists - needs a tested system for building lucrative contacts, one that sets them apart from the pack. "Endless Referrals" provides such a system. Developed by Bob Burg, this guide shares his carefully cultivated secrets on - Networking anywhere - how to make profitable contacts on aeroplanes, at health clubs - wherever chance meetings occur. Using the telephone - how to master an indispensable- but often intimidating instrument of communication, Remembering names and faces - how to greet an contact warmly and personally - simply by following six easy steps, Following up - how to make sure business-ready prospects never think of anyone else, Communicating one-on-one - how to recognize-and respond to a prospects innermost motives, feelings, and desires. Complete with case studies of star networkers, "Endless Referrals" shows readers how to network to advance their career - set up win-win cross-promotions - start their own formal networking association.

Edition details

• Publisher: McGraw-Hill Inc.,US
• Publication date: 1993
• ISBN 10: 0070089426
• ISBN 13: 9780070089426
• Binding: Paperback
• Language: English
• Number of pages: 205