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Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales de Jeb Brooks

Perfect Phrases for Sales Referrals: Hundreds of Ready-to-Use Phrases for Getting New Clients, Building Relationships, and Increasing Your Sales

Autor Jeb Brooks, Marty Scirratt
en Limba Engleză Paperback – 16 mai 2013

THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME

Perfect Phrases for Sales Referrals presents hundreds of time-saving tips and ready-to-use phrases you can use to virtually reinvent yourself when it comes to communicating with clients. Complete with dialogues and scripts for practicing interactions with existing and prospective clients, this handy, practical guide helps you:
  • Generate more referrals
  • Gather more qualified prospects
  • Increase your customer base
  • Improve your personal interaction skills
  • Close more sales than ever!
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Specificații

ISBN-13: 9780071810081
ISBN-10: 0071810080
Pagini: 224
Dimensiuni: 127 x 201 x 13 mm
Greutate: 0.19 kg
Editura: McGraw Hill Education
Colecția McGraw-Hill
Locul publicării:United States

Cuprins

Perfect Phrases for Sales Referrals

Introduction ix

Part I Perfect Phrases for Earned Referral Factor

Chapter 1 How a Referral-Based Business Can Work

Chapter 2 Common Language and Direct Value Statements

The Direct Value Statement
Sample Direct Value Statements
Using the Direct Value Statement

Part II Perfect Phrases for Client-Generated Referrals

Chapter 3 What Keeps People from Earning Referrals

12 Reasons You Don’t Earn Referrals
The Real Reasons for Lack of Referrals
Leverage Your Tools
Give-to-Get Meets Time Management
Noncompetitive Groups
Self-Assessment
Conclusion

Chapter 4 Give-to-Get

Stop Stumbling on Referrals
A Referral Philosophy
Knowing Whom to Ask: The Four Characteristics of a Qualified Connector

Chapter 5 Give Value First

Client- or Prospect-Generated Referrals
Nonclient-Generated Referrals
Conclusion

Chapter 6 Follow Through

Follow Through with Referrals
Active Connectors
Passive Connectors
Follow Up with Connectors

Part 3 Referrals from Nonclients 73

Chapter 7 Give Emotional Words

The Formula for Success
Needs versus Wants

Chapter 8 Nonclient Phrases

Principal Accountant
Nonprincipal Architect
Principal Architect
Litigating Attorney
Nonlitigating Attorney
Nonentrepreneurial CEO with an Engineering Background
Nonentrepreneurial CEO with a Financial Background
General Nonentrepreneurial CEO
Nonentrepreneurial CEO with an Operations Background
Chief Financial Officer
Chief Information Officer
Chiropractor
Corporate Executive
Entrepreneurial Dentist/Orthodontist
Design Engineer
Entrepreneur with an Engineering Background
Entrepreneur with a Financial Background
Entrepreneur with an Operations Background
Equipment Engineer
Facilities Manager
Franchisee
Hematologist
Hospital Administrator
Hospital Materials Manager
Human Resources Training Executive
Insurance Claims Adjuster
Medical/Dental Office Manager
Oncologist
Pathologist
Primary Care Physician
Process Engineer
Purchasing Agent/Manager
Radiologist
Real Estate Manager
Researcher
Semiconductor “Fab” Manager
Surgeon

Chapter 9 Getting Recommendations

Using Social Proof for Maximum Impact
Getting Satisfied Customers to Help You Sell
Compiling References
Other Types of Social Proof
Conclusion

Chapter 10 A Long-Term Strategy

Handwritten Cards
Sample Cards

Chapter 11 Conclusion