Endless Referrals: Network Your Everyday Contacts into Sales

Once upon a time, "networking" meant shaking hands and passing out business cards. But in a sell-saturated world of junk faxes and telemarketing, virtually everyone-from sales reps to self-employed psychotherapists-needs a tested system for building lucrative contracts... one that sets them apart from the pack. Endless Referrals is that system. Developed by top communications pro Bob Burg, this powerful guide shares his carefully cultivated secrets on... Networking anywhere... how to make profitable contacts on airplanes, at health clubs-wherever chance meetings occur; Using the telephone... how to master an indispensable-but often intimidating-instrument of communication; Remembering names and faces... how to greet any contact warmly and personally-simply by following 6 easy steps; Following up... how to make sure business-ready prospects never think of anyone else; Communicating one-on-one... how to recognize-and respond to-a prospect's innermost motives, feelings, and desires.