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

Paul M. McCord (Author)

Book Description

Publication Date: November 17, 2006

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!

Editorial Reviews

Review

"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

From the Inside Flap

 

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Product Details

• Paperback: 208 pages
• Publisher: Wiley; 1 edition (November 17, 2006)
• Language: English
• ISBN-10: 0470045493
• ISBN-13: 978-0470045497
• Product Dimensions: 9 x 6 x 0.6 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (15 customer reviews)
• Amazon Best Sellers Rank: #401,126 in Books (See Top 100 in Books)

More About the Author

With over 30 years of real world success in sales, sales leadership, building and growing companies, and training thousands of sellers and sales leaders, Paul McCord is a globally recognized authority in the areas of prospcting, business development, referral generation, and personal marketing. Paul is the author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals which was selected for inclusion in the presetgious Forbes Book Club, and SuperStar Selling: 12 Keys to Becoming a Sales SuperStar. His articles and interviews have appeared in business and industry media thoughout the world, including Fox Business News, Forbes, Business Week, Advisor Today, The Boston Globe, Enterprise Week, The Dallas Morning News, CNN, and many others.

Customer Reviews

Most Helpful Customer Reviews

21 of 22 people found the following review helpful:

5.0 out of 5 stars The Secret To Referral Selling, February 13, 2007

By 

Dave Lakhani (Boise, ID United States) - See all my reviews
(VINE VOICE)    (REAL NAME)   

This review is from: Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals (Paperback)

Frankly I didn't know what to expect from this book, but I hoped for one or two good ideas, I've been selling and asking for referrals for more than 20 years.

To say I was doing it wrong (even though I'd say I was very successful) would be an understatement.

The chapters on why asking for referrals doesn't work (because you ask in a manner that your client can't understand, 55% of clients who salespeople said they asked for referrals said that they did not). And, the chapter on contacting the referred prospect is phenomenal.

This book lays out in systematic detail the most effective selling and referral system I've seen. It doesn't make getting referrals easy but it does make getting them predictable.

Even though I consider myself a good referral sales generator, I cringed more than a little at the mistakes I identified while reading this book and how much money I left on the table through missed sales and missed opportunities.

I also like this book because it is a quick read with plenty of great examples, the author doesn't belabor points to fill space, he just gets right to the point . . . so you can implement and earn.

Excellent book, I highly recommend it.

10 of 11 people found the following review helpful:

5.0 out of 5 stars The best book on getting hot referrals - ever!, February 12, 2007

By 

Frank Rumbauskas (San Antonio, TX USA) - See all my reviews

This review is from: Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals (Paperback)

Having spent over ten years as a top-producing sales rep, and now having spent over four years teaching and training salespeople - and having read hundreds of sales books in that time - I can tell you that Paul McCord's book is hands-down THE BEST book on referral selling ever written!

Most books that claim to teach you how to get referrals usually go along the lines of "Do a good job, close the sale, and immediately get three referrals." Or, "Attend as many networking events as possible." Of course, anyone with years of experience can tell you that such advice is mediocre at best. Paul McCord, on the other hand, shows you how to rebuild your entire sales process, from the bottom up, in such a way that you can work entirely on referrals and blow out your numbers while doing it.

I recommended this book to my private coaching group, and they were equally blown away. They've already begun using it and are stunned at how easily and effectively they're getting tons of hot ready-to-buy referrals using Paul's advice. Get this book! You'll end the drudgery of prospecting and cold calling and instead find yourself flooded with endless referrals!

4 of 5 people found the following review helpful:

5.0 out of 5 stars Do You Want to Succeed at Sales? Then Get This Book!, June 18, 2007

By 

Gregory Lauer (Colorado Springs, CO) - See all my reviews
(REAL NAME)   

This review is from: Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals (Paperback)

Since starting with sales about 3 years ago, I've been "taught" different referral systems that ranged from "just ask for the referrals" to "demand referrals" and nearly everything in between, including paying for referrals. I thought there were probably no other ways to get referrals...until I got this book. I've been working through it very slowly, putting into practice every possible thing I can and it's already making a huge difference in my income and in my daily work. Make the investment in your future and get this book.