The Art of Selling Intangibles: How to Make Your Million ($) by Investing Other People's Money |
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Page 19
... referral . They want their judgments - their stock , option , or commodity recommendations - to perform so impeccably that satisfied clients will automatically disgorge an unending stream of referrals . What a wonderful dream world ...
... referral . They want their judgments - their stock , option , or commodity recommendations - to perform so impeccably that satisfied clients will automatically disgorge an unending stream of referrals . What a wonderful dream world ...
Page 20
... referrals are as follows : REFERRAL TIME 1 Ask for a referral when you report the executed price of a transaction in a stock , option , or commodity . Once investors know they are " in , " their natural instinct is to root for that ...
... referrals are as follows : REFERRAL TIME 1 Ask for a referral when you report the executed price of a transaction in a stock , option , or commodity . Once investors know they are " in , " their natural instinct is to root for that ...
Page 21
... referrals ! Seek referrals from these main sources : 4. Other salespeople not in competition with you Finally , always remember that " no sales , " people who do not buy , for whatever reason , can still give referrals . The apology ...
... referrals ! Seek referrals from these main sources : 4. Other salespeople not in competition with you Finally , always remember that " no sales , " people who do not buy , for whatever reason , can still give referrals . The apology ...
Contents
The Making of Born Salespeople | 1 |
Setting TimeLimiting Goals | 15 |
Finding Money | 30 |
Copyright | |
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Account Executive EXHIBIT AE number AE/typ Enclosures appointment assets attend brokers BUSINESS GROW buyer capital gains carefully cold calling commission common stock Daily Call Sheet Dean Witter Reynolds direct mail dividend dollars earnings effort enclosed envelope with AE facts and benefits firm goal ideas income taxes interest investors Joe Salesman John Prospect lecture loss manager ment municipal bonds mutual funds NAME ADDRESS offering opportunity option option strategies Options Clearing Corporation percent phone call portfolio position potential profit prospect file purchase recommended referrals RESPONSE CARD Return envelope risk sales presentation salesperson security salespeople know sellers of intangibles selling skills shares talk tax shelters tax-deferred annuity tax-free tell THINGS TODAY Top security salespeople user stories Valuable services mailer writing yield