Networking for Referrals – Getting in the Door the Right Way;
Price:
$4.95
Cold calling. Just the word promotes dreadful thoughts of gatekeepers, “rejectionists,” and a long haul toward getting to the right person, much less at the right time. Ever notice that most top-producing sales/business people rarely cold call? They don’t have to, because they focus every day on developing relationships that generate business by referral. And business by referral—when properly conducted—is equivalent to being ushered into the CEO’s office with an escort! When that happens, your sales cycle could be dramatically condensed—from six months to perhaps six days. No need to meander through the corporate ladder to get to the right person at the right time. No need to be rejected by gatekeepers. We’ve all heard that people do business with people they know, like, and trust. So the question becomes: How can a sales/business person be known, liked, and trusted by a prospect he’s never met? It’s easy when the sales person has a network of people the prospect already knows, likes, and trusts. In this context, we’re talking about “who they know” being just as important as “who you know.” As Verizon® so prominently advertises, “it’s the network.”
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