Creating a Million-Dollar-A-Year Sales Income: Sales Success Through Client Referrals

ISBN-13: 9780470045497 / Angielski / Miękka / 2006 / 208 str.

Paul McCord

Opis

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

Spis treści

INTRODUCTION.

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.

O autorze

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.

Blurb

Create the Kind of Client–Referral Network That Will Make You a Millionaire

Developing a solid referral base is the single most important and difficult task you face as a salesperson. Now you too can achieve results like the sales megastars.

In Creating a Million–Dollar–a–Year Sales Income, master sales trainer 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, conversational reference guide features compelling real–world examples of common sales mistakes and solutions that will transform lost opportunities into real prospects. You′ll discover how to:

• Generate a large number of qualified referrals from each of your clients
• Turn your clients into your personal sales team
• Negotiate for more referrals
• Avoid the most costly mistakes salespeople make
• Guarantee future generations of referrals
• Increase your sales production and income by 200, 300, or even 1,000 percent in just months

"Referral selling is a cornerstone of sales success. This amazingly effective and detailed plan will fill your pipeline with hot, ready–to–buy leads fast!"
Frank Rumbauskas Jr., author, Never Cold Call Again

"A very powerful book that will create many superstars within my organization. A must–have, must–read book."
David Choate, District Manager, Farmers Insurance Group, Texas

"A great source for new and seasoned salespeople. It breaks through the myths that hold salespeople back and replaces those myths with a real method for succeeding in sales."
Phil Himes, Regional Vice President, Capital One Mortgage Banking, Baton Rouge

In the end, the joy that earns this book a rare five stars is the practical, thorough and innovative treatment of referrals that can have literally massive benefit to anyone, not just in sales, who wants to connect with valued other people.–ChangingMinds.org