Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime

by Rich, David

• ISBN13: 9780071796958
• ISBN10: 0071796959
• Edition: 1st
• Format: Paperback
• Copyright: 2012-10-10
• Publisher: McGraw-Hill Education

Summary

The breakthrough referral method that converts leads into customers-and customers into repeatcustomers! Getting leads isn't a goal; it's just the first step in building mutually beneficial business relationships. In Contagious Selling, sales pros, consultants, and customer service reps will discover vital tools for winning and keeping even today's highly sophisticated customers. David Rich, a top expert on persuasion and motivation, offers a practical new approach to being captivating. Here, Rich demonstrates the art, science, and secrets of captivation, including: ways to put customers at ease; how to sell without sounding self-serving; ways to manage the transition from captivation to cultivation; and other vital skills to make customers not just loyal, but competition-proof. David Richis founder and President of Rich Ideas, a speaking and corporate education company dedicated to inspiring people to be "contagious." David's writings have appeared in numerous national and trade magazines and he is the author of How to Click With Everyone, Anytime.

Author Biography

David A. Rich has spent 25 years teaching people and companies how to be "contagious." He has presented to well over one million people and is the author of How to Click with Everyone Every Time! www.contagiousselling.com

Table of Contents

Introduction	p. v
It's a Whole New Ballgame	p. 1
The Essential Five Dynamics of Romancenomics	p. 15
Taking the Cold Out of Cold Calling	p. 33
The Art & Science of Being Contagious	p. 53
It's Not What You Say or Do; It's Who You Are	p. 73
Making a Contagious Presentation	p. 93
What's All the Fuss About Price?!	p. 113
From Captivation to Cultivation	p. 141
Cultivating Through Crisis	p. 159
The Sore-Thumb Principle	p. 183
A Final Thought or Two…	p. 201
Index	p. 207
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