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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
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
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
| Erscheinungsjahr: | 2005 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 304 |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780071462075 |
| ISBN-10: | 0071462074 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Burg, Bob |
| Hersteller: | McGraw-Hill Education - Europe |
| Maße: | 237 x 154 x 28 mm |
| Von/Mit: | Bob Burg |
| Erscheinungsdatum: | 16.12.2005 |
| Gewicht: | 0,411 kg |
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
| Erscheinungsjahr: | 2005 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 304 |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780071462075 |
| ISBN-10: | 0071462074 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Burg, Bob |
| Hersteller: | McGraw-Hill Education - Europe |
| Maße: | 237 x 154 x 28 mm |
| Von/Mit: | Bob Burg |
| Erscheinungsdatum: | 16.12.2005 |
| Gewicht: | 0,411 kg |
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