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

by Paul M. McCord

Overview

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!

Product Details

ISBN-13:	9780470045497
Publisher:	Wiley
Publication date:	11/17/2006
Pages:	208
Product dimensions:	6.00(w) x 9.00(h) x 0.60(d)

About the Author

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.

Read an Excerpt

"A terrific page-turner." —Los Angeles Times 

"Political and amorous intrigues, cold-blooded murder, and financial crises . . . old-fashioned entertainment." —San Francisco Chronicle
 
"Breathlessly plotted . . . relentlessly suspenseful." —The New York Times
 
"Gripping, complex plot . . . sexual intrigue . . . fascinating characters . . . You won’t be able to put down this exciting page-turner." —Lexington Herald-Leader

"Follett [builds] to a dramatic climax with the same masterful control that guided Eye of the Needle and The Pillars of the Earth." —Playboy

"I don't usually enjoy historical thrillers but admit to being totally captivated by Ken Follett's A Dangerous Fortune." —Chicago Tribune

"Highly entertaining . . . Follett's characters are drawn with broad, realistic strokes . . . this story of greed and retribution should win Follett new fans." —Publishers Weekly 

"Rich, complex, thrilling, suspenseful, well plotted . . . A Dangerous Fortune is dangerous reading. You won't be able to put it down." —Authors and Critics 

Table of Contents

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.

What People are Saying About This

From the Publisher

"Referrals must be an integral part of your sales approach, from first contact through post-sale. (McCord's) . . . system addresses the issues that keep most sales people from generating large numbers of quality referrals."—SellingPower Sales Management Newsletter