- Paperback: 205 pages
- Publisher: McGraw-Hill Inc.,US (1 Oct 1993)
- Language English
- ISBN-10: 0070089426
- ISBN-13: 978-0070089426
- Product Dimensions: 22.4 x 15 x 1.8 cm
- Average Customer Review: 4.7 out of 5 stars See all reviews (6 customer reviews)
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Amazon Bestsellers Rank:
759,865 in Books (See Top 100 in Books)
- #90 in Books > Business, Finance & Law > Sales & Marketing > Sales Techniques
- See Complete Table of Contents
Endless Referrals, Third Edition
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More About the Author
Product Description
Product Description
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 contacts, one that sets them apart from the pack. "Endless Referrals" provides such a system. Developed by Bob Burg, this guide shares his carefully cultivated secrets on - Networking anywhere - how to make profitable contacts on aeroplanes, 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 an contact warmly and personally - simply by following six 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 prospects innermost motives, feelings, and desires. Complete with case studies of star networkers, "Endless Referrals" shows readers how to network to advance their career - set up win-win cross-promotions - start their own formal networking association.
From the Back Cover
Using this book, thousands of professional and entrepreneurs have turned casual into solid sales opportunities with nationally renowned speaker and bestselling author Bob Burg's proven relationship techniques. In this completely updated edition of Endless Referrals, he shows you how to:
-Turn every contact into a sales opportunity
-Dramatically increase your business without spending more time or money
-Identify the most profitable contacts
-Network the Internet
-Set up a successful home-based business
-Take the intimidation out of telephoning
-Overcome fear of rejection
-Succeed in multilevel marketing and mail order marketin
-Position yourself as an expert
Mark yourself for success
--This text refers to an out of print or unavailable edition of this title.
Inside This Book
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First Sentence
The late Og Mandino was an extremely successful man. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
The late Og Mandino was an extremely successful man. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
14 of 14 people found the following review helpful
Format:Paperback
You must buy this book! As a self-confessed 'how to..' book junkie, what puts this book head and shoulders above the vast majority of similar books is this: in the past when reading a 'how to' business book, I would find myself thinking "I should try that" and then never actually getting around to it. With Bob Burg's book however, I found myself thinking "I can't wait to try that" and (this is the best bit) I actually have successfully implemented a number of Mr. Burg's ideas. For example I set up a business network group according to the principles set out in 'Endless Referrals' and although in early days, it is working exceptionally well for me and the other participants.
Another really great thing about this book is that it has improved my selling skills to the point where I don't actually sell (in the traditional way) anymore. All I do is what Bob Burg suggests; I help people to achieve what they are aiming at and this results in them giving me business. This has made me feel that I am not actually in sales anymore, rather I'm doing what I've always been good at (relating to people) and this leads to sales. You would be surprised how liberating it is to approach a prospect not thinking about how you are going to sell them but thinking about how you can help them. It really takes the pressure off. I was never very competitive because I always felt that for me to win, someone else has to lose and I was never comfortable with that. Now Mr. Burg has helped me to realise that the best way to win is by helping others to win.
3 of 3 people found the following review helpful
Format:Paperback
If you are set on being in high pressure sales , this is not the book for you. If you need to transform yourself into a professional salesperson, Bob Burg will show you how to do it. This is my only reference book on sales I have kept and referred to regularly. I plan on re-reading the section on remembering faces and names.
2 of 2 people found the following review helpful
Format:Paperback
If you want ideas on how to establish and develop new contacts, create a network, then you need to read this book. Bob Burg is a great writer - and he lives what he teaches - I know! Get this book and apply what it says! ianscott@makemoneydoingwhatyoulove.blogspot.com
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Most Recent Customer Reviews
Encouraging guide to generating referrals
People think they're networking when they hand out a business card and slap a new acquaintance on the back. Read more
Published on 29 Jun 2007 by Rolf Dobelli
Sales Process
This offers some useful information in creating leads at stage 4 in Sales Process Engineering, to develop a 'client magnet' and retain control of the sales process.
Published on 16 Aug 2002 by "patpr"
Bob is the king of motivation,common sense-a call to action
If you follow the advice that Bob Burg instills, you can not help but succeed at all you try to do! My only advice other than buy this book today--is to find out when Bob will be... Read more
Published on 29 Mar 1999
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