Summary of Endless Referrals

Network Your Everyday Contacts into Sales

McGraw-Hill,
First Edition: 1993 more...

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Endless Referrals book summary
Networking and developing qualified business prospects is an essential skill you need to master.

Rating

8 Overall

8 Applicability

7 Innovation

7 Style

Recommendation

People think they’re networking when they hand out a business card and slap a new acquaintance on the back. However, true networking is all about getting people to "know, like and trust" you. After all, says Bob Burg, this is why people will buy from you. How do you become one of these esteemed people? By encouraging people to talk about themselves. By being the first one to do the referring in a relationship. And, by using Burg’s easy-to-apply strategies for attracting and qualifying prospects, getting first appointments and following through. Burg constantly reminds us that if you help others selflessly, you will reap the benefits. In fact, he argues many of his points long after you are nodding your head in agreement, but the points are usually well worth making. If you want to become a high-powered networker rather than an occasional networker, getAbstract recommends this book to you.

In this summary, you will learn

  • How to attract an endless supply of qualified prospects
  • How to build mutually beneficial relationships with new contacts
  • What techniques you can use to prospect in person and online
  • How to ask for referrals that create sales opportunities
 

Summary

Why Endless Referrals?
Keep your sales practice healthy by building an "endless" list of referrals. This strong list of prospects will build your confidence, and enable you to value your product or service and treat the sales process with respect. Endless referrals give you "posture," ...
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About the Author

Bob Burg is founder and president of a communications company in Jupiter, Florida. He frequently speaks about communication skills and sales networking. His previous book, Winning without Intimidation, sold more than 100,000 copies.


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