Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals by Paul M. McCord
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(Paperback)
- Pub. Date: November 2006
- 202pp
- Sales Rank: 453,476
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Product Details
- Pub. Date: November 2006
- Publisher: Wiley, John & Sons, Incorporated
- Format: Paperback, 202pp
- Sales Rank: 453,476
- ISBN-13: 9780470045497
- ISBN: 0470045493
Synopsis
In Creating a Million-Dollar-a-Year Sales Income, Paul McCord sets out a detailed, yet flexible course of action that has been proven to generate referrals in virtually any sales system or environment and in any industry. This easy-to-read reference guide features compelling real-world examples of common mistakes and solutions that will transform lost opportunities into real prospects. Create the referral base that guarantees success!
More Reviews and RecommendationsBiography
PAUL McCORD is a speaker, sales trainer, and consultant with over twenty years' experience training sales personnel from every imaginable industry. His sales training and consulting company, McCord and Associates, is a Houston-based firm that focuses on helping small to medium-sized companies develop their sales teams.
Customer Reviews
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Creating a Million Dollar a Year Sales Income: Sales Success through Client Referralsby Anonymous
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July 27, 2007: I purchased this book after reading about it in Selling Sucks: How to Stop Selling and Start Getting Prospects to Buy!. The manner in which Paul McCord systematizes referral generation is impressive. In addition to teaching referral strategies and techniques The book also contains sample letters, phone scripts, meeting scripts that tell the reader exactly what to say and write, which means you can gain immediate benefits (and referrals) without having to think of what to write or say. He teaches you how to set up your customers and prospects to plan on giving you referrals. He tells us common mistakes and the reasons we may have failed or only had sporadic success in gaining referrals as well as how to handle objections that may be encountered. For me the most powerful technique in the book is to tell prospects and clients that part of my compensation is referrals. I even include the referral requirement in my proposals. It is easy and works incredibly well. I have clients tell me that it makes very good sense to them and they understand they have an obligation to me they must fulfill. There is absolutely no pressure involved and it positions me as a true professional. If you follow this system, you will actually have clients telling you they owe you referrals. I also recommend the workbook that can be purchased separately. It includes additional letters, email scripts and materials from several different industries and professions that can be modified for any business. Read this book before your competition does!
Creating a Million Dollar a Year Sales Income: Sales Success through Client Referralsby Anonymous
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July 22, 2007: I'm used to sales books having very little content. If I come away with three or four useful ideas, I think it's been money well spent. Based on my typical criteria, I should have paid much more for this book. With the exception of the chapter on why traditional referral training doesn't work (great chapter, but doesn't 'teach', it breaks down why referrals have been very hard to get for most salespeople), this book is nothing but great, useful, immediately applicable techniques and strategies. I wish more authors were concerned about giving real content and less filler. Paul McCord does just that--literally, from beginning to end.
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