PP FOR SALES REFERRALS

Erscheinungsjahr 2013
ISBN: 978-0-07-181008-1
Verlag: McGraw-Hill Education

Buch, Englisch, 224 Seiten, Format (B × H): 127 mm x 203 mm, Gewicht: 215 g

THE RIGHT PHRASE FOR EVERY SITUATION. EVERY TIMEPerfect 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!

Autoren/Hrsg.

Brooks

Brooks, Jeb

Scirratt, Marty

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

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 Statements
Using 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 Referrals
Leverage 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

Über Autor(innen)

Jeb Brooks is executive vice president of The Brooks Group, an awardwinning sales training firm. Marty Scirratt is the former senior vicepresident of sales at a publicly traded firm, where he led a team of 500 people responsible for more than $1.7 billion in sales, much of it referral-based.