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Perfect phrases for sales referrals : hundreds of ready-to-use phrases for getting new clients, building relationships, increasing your sales

Author: Jeb Brooks; Marty Scirratt
Publisher: New York : McGraw-Hill, [2013]
Series: Perfect phrases series.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"Perfect phrases for sales referrals has hundreds of ready-to-use phrases for any business occasion. This streamlined guide provides salespeople with the right words at the right time in every situation. --Publisher description.
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Document Type: Book
All Authors / Contributors: Jeb Brooks; Marty Scirratt
ISBN: 9780071810081 0071810080 9780071810098 0071810099
OCLC Number: 806017989
Description: xi, 179 pages ; 21 cm.
Contents: Perfect Phrases for Sales ReferralsIntroduction ixPart I Perfect Phrases for Earned Referral FactorChapter 1 How a Referral-Based Business Can Work Chapter 2 Common Language and Direct Value StatementsThe Direct Value Statement Sample Direct Value StatementsUsing the Direct Value Statement Part II Perfect Phrases for Client-Generated ReferralsChapter 3 What Keeps People from Earning Referrals12 Reasons You Don't Earn Referrals The Real Reasons for Lack of ReferralsLeverage Your Tools Give-to-Get Meets Time Management Noncompetitive Groups Self-Assessment Conclusion Chapter 4 Give-to-GetStop Stumbling on Referrals A Referral Philosophy Knowing Whom to Ask: The Four Characteristics of a Qualified Connector Chapter 5 Give Value FirstClient- or Prospect-Generated Referrals Nonclient-Generated Referrals Conclusion Chapter 6 Follow Through Follow Through with Referrals Active Connectors Passive Connectors Follow Up with ConnectorsPart 3 Referrals from Nonclients 73Chapter 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
Series Title: Perfect phrases series.
Responsibility: Jeb Brooks and Marty Scirratt.

Abstract:

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.  Read more...

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