CHAPTER 1. Why Salespeople Fail.

CHAPTER 2. Referrals Are the Solution.

CHAPTER 3. Simply Asking for Referrals Doesn’t Work.

CHAPTER 4. Establishing the Referral Relationship.

CHAPTER 5. Getting Agreement on Terms.

CHAPTER 6. Negotiating for Referrals.

CHAPTER 7. Earning the Referrals.

CHAPTER 8. The Referral Acquisition Meeting.

CHAPTER 9. Contacting the Referred Prospect.

CHAPTER 10. The Next Generation of Referrals.

CHAPTER 11. What if They Don’t Buy?

CHAPTER 12. Creating Referral Partnerships.

CHAPTER 13. Networking for Referrals.

CHAPTER 14. Common Objections to Referral Selling.

INDEX.