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Creating a Million-dollar-a-year Sales Income: Sales Success Through Client Referrals (Paperback)

by Paul M. McCord (Author)

4.0 out of 5 stars See all reviews (1 customer review)

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Product details

Paperback: 208 pages
Publisher: John Wiley & Sons (24 Nov 2006)
Language English
ISBN-10: 0470045493
ISBN-13: 978-0470045497
Product Dimensions: 22.4 x 15.2 x 1.3 cm

Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)

Amazon.co.uk Sales Rank: 563,895 in Books (See Bestsellers in Books)

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Product Description

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!

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4.0 out of 5 stars Gutsy guide to targeting friends of friends, 26 Sep 2008

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

The traditional cold-calling sales method is as difficult as it is familiar. Paul McCord has decades of experience helping salespeople succeed by working through qualified referrals rather than prospecting random strangers. His method gives you a better sales close rate and gets you fired up each day about selling. McCord writes concisely and makes his points simply. Each chapter ends with a workbook section that asks questions about your situation so you can track information that will help you implement the author's sales method. One chapter even covers some of the objections he hears most in his sales training sessions. You can keep working hard all alone clearing stumps and moving rocks with your current approach, or move to more fertile ground where your best clients can make your life easier by helping you find new clients just like them. getAbstract recommends this book to any professional who needs to sell, with the caveat that you'll need the sensitivity to know when you've asked someone for referrals too many times.

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