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

by Paul M. McCord (Author)
Key Phrases: referral selling, acquisition meeting, quality referrals, Referral Generation System, Million-Dollar-a-Year Sales Income, Common Objections (more...)

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

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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Product Details

• Paperback: 208 pages
• Publisher: Wiley; 1 edition (November 17, 2006)
• Language: English
• ISBN-10: 0470045493
• ISBN-13: 978-0470045497
• Product Dimensions: 8.8 x 6 x 0.5 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars See all reviews (13 customer reviews)
• Amazon.com Sales Rank: #81,884 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

17 of 18 people found the following review helpful:

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

By	Dave Lakhani "BoldApproach.com" (Boise, ID United States) - See all my reviews (REAL NAME)

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.

7 of 8 people found the following review helpful:

4.0 out of 5 stars Excellent advice dispelling myth and rumor!, February 12, 2007

By	Allbooks Review (Canada) - See all my reviews

Genre: Business
Title: Creating a Million Dollar a Year Sales Income
Author: Paul McCord
Creating a Million Dollar a Year Sales Income is the culmination of 20 years of formal and informal research into selling. Pg. 1

Paul McCord has excelled as a salesman, trainer and manager in the financial services industry. This experience has led to the publication of this book, a guide for referral sales. Paul has researched and developed a deep understanding for the psychology of the referral business.
Written like a lecture, the book takes the reader step by step from "Why Salespeople Fail" to "Networking for Referrals". Easy to understand, yet comprehensive the guide is filled with tips and lessons for the new and the experienced sales person.

Most salespeople have a misguided view of the sales referral. It is not about the name and phone number that someone passed you on a napkin during your lunch-a name and number that will probably never come to fruition. It is about how to get a referral from your clients. How to make the client realize exactly what kind of referral you are looking for and how to use the referrals to your best advantage. Paul tells readers to make referrals a part of their business-on the business card, the phone message, the advertising. He guides the student through the process gently yet effectively bringing better understanding to the entire referral database.

The lessons in the book include a workbook that students can use to answer some common questions and help develop their own success with referrals. The book makes reference to and encourages that readers [...]
Salespeople from every industry will find this a useful and comprehensive sales referral guide. Chapter after chapter of excellent advice that dispels myth and rumor related to referral selling. Reviewer: Shirley Roe, Allbooks Review suggests you pick up a copy today. You too can become a successful salesperson using referrals to build your business.

9 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 J. Rumbauskas Jr. "www.NeverColdCall.com" (Newport Beach, CA USA) - See all my reviews

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!