By Alan Weiss, PhD
Written at McGraw-Hill’s request, this work contains everything you’d ever need to know about the “second sale” you often fail to make and collect on—referral business. Learn about the timing, techniques, and tenor to apply to acquire referrals from clients, business contacts, social contacts, professional colleagues, and many more sources. Learn why most successful people can recall a simple handful of referral sources that propelled their business. Includes “my greatest referral” from selected contributors.