Overview

"The definitive guide to turning casual contacts into solid sales opportunities In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities. ""If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success.""             --Tom Hopkins, author of How to Master the Art of Selling ""Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere."" -- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor ""I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."" --Alan Weiss, Ph.D., author Million Dollar Consulting ""Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure.""             --Dottie Walters, author of Speak & Grow Rich ""A no-nonsense approach to building your business through relationships.""             --Jane Applegate, syndicated Los Angeles Times columnist"

Full Product Details

Author:   Bob Burg
Publisher:   McGraw-Hill Education - Europe
Imprint:   McGraw-Hill Professional
Edition:   3rd edition
Dimensions:   Width: 14.70cm , Height: 2.00cm , Length: 22.90cm
Weight:   0.413kg
ISBN:  

9780071462075

ISBN 10:   0071462074
Pages:   304
Publication Date:   16 December 2005
Audience:   General/trade ,  Professional and scholarly ,  General ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Manufactured on demand  
We will order this item for you from a manufactured on demand supplier.

Table of Contents

Preface Note on the Revised Edition Acknowledgments Dedication Chapter 1 Networking: What it is and What it Does for You! Chapter 2 Questions are the Successful Networker’s Most Valuable Ammunition Chapter 3 How to Work any Crowd Chapter 4 Profitable Follow-Up Chapter 5 Understanding the Law of Successful Giving and Successful Receiving Chapter 6 Training Your Personal Walking Ambassadors and Asking for Referrals (So That you Actually Get Them) Chapter 7 Prospecting for Fun and Profit Chapter 8 Using the Internet to Help Build Your Network Chapter 9 Position Yourself as the Expert (and Only Logical Resource) in Your Field Chapter 10 Cross-Promotions: True Win-Win Networking Chapter 11 The Referral Mindset: Turning Appointments into Referrals Chapter 12 Why Most Salespeople Don’t Ask for Referrals and How to Overcome It Chapter 13 Six Essential Rules of Networking Etiquette Chapter 14 Attraction Marketing: Featuring the ProfitFunnel System® Chapter 15 Begin Your Own Profitable Networking Group (Or Join Another’s) Chapter 16 Networking for a New Job Chapter 17 The Foundation of Effective Communication Chapter 18 Networking: Begin Now Index About the Author Footnote ch11fn01

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