With
over 100,000 copies sold, this is one of the most popular business-
and sales-boosting guides ever written. This new edition offers
successful entrepreneur and speaker Bob Burg's proven relationship-building
system that thousands of professionals and entrepreneurs have
used to turn casual contacts into solid sales opportunities. In
Endless Referrals, he shows you how to: Turn every contact into
a sales opportunity o Dramatically increase your business without
spending more time or money o Identify the most profitable contacts
o Use six keys to remember names and faces o NEW SECTION! Network
the Internet o NEW SECTION! Set up a successful home-based business
o Take the intimidation out of telephoning o Overcome fear of
rejection o NEW SECTIONS! Succeed in multi-level, network, and
mail order marketing o Position yourself as an expert o Mark yourself
for success!
C.J. Hayden
GET
CLIENTS NOW! A 28-Day Marketing Program for Professionals and
Consultants And we do mean now. Contained within the covers of
this deceptively simple paperback book is a complete marketing
and sales system for professionals, consultants, and anyone who
needs to market a service business. Get Clients Now! is packed
with tremendous client-attracting tools that will help readers
inject their marketing efforts with energy and enthusiasm, design
an effective plan of action, and dramatically increase their client
base in just 28 days.
Underperforming
salespeople are perhaps the greatest cause of frustration to sales
executives and financial loss to business owners. The cost of
hiring and keeping a bad salesperson can range from six to seven
figures annually. To make matters worse, many companies waste
money by trying to train sales skills in people who will never
improve.
Research shows that the most important factor for success is
a salesperson's Drive – the inner fire that ultimately determines
if he or she will thrive or fail. This critical trait is hardwired
by adulthood, and cannot be improved with sales training. The
job interview process must accurately evaluate Drive to identify
future superstars and avoid underperformers.
Research shows that Drive is one of the toughest traits for interviewers
to rate, and one of the easiest traits for candidates to fake.
To make matters worse, many sales managers hire based on gut instinct.
Thus, they are severely disappointed later. This book provides:
Psychological research
behind the three elements of Drive
A valid hiring process
for selecting top performers
Interview questions
to accurately determine whether a candidate is Driven
This
book contains all the tactics you need to get appointments with
impossible-to-reach top decision-makers. They in fact are the
Very Important Top Officers (VITOs), the people with the ultimate
veto power who hold the key to bigger commission checks, every
sales award you could possibly win, and VITO to VITO referrals
that you can take to the bank!
