Customer Reviews

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

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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.

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!

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.

The concepts involved in this book are well written and well formulated for a turn-key system anyone can apply. The title is terrible,however, and I'm not sure he mentions once in the book specifically making a "Million Dollars A Year". I was going to stay away from it just for that cheesy title, but I'm glad I invested my time and money. Well worth it!

this book really changed my opinion and view of asking for and generating new leads through referrals. I will definitely read this book again when and I need to brush up on my referral game, and would buy this book again, very helpful!

If you have a natural market this book will work better. It does have some good ideas.

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.

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!

Paul has done a fantastic job of describing in great detail the meat and potatoes of successful referral selling. From start to finish this reference guide is packed with practical tips, examples and insights and I consider it a "must-read" for everyone involved in personal selling.

What a wonderful sense of exhiliration I have now that I know I can succeed in a new career. What a neat roadmap to success through implementing modern selling techniques, one of the most efficient of which is supercharged referral gathering.