Creating A Million Dollar A Year Sales Income

Sales Success Through Client Referrals

Wiley, 2006

15 min read

10 take-aways

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What's inside?

Keep working too hard, or relax a bit and follow this sales formula to smarter selling.

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Editorial Rating

Recommendation

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.

Summary

Reduce Your Hard Work

Successful salespeople are paid well because their work is demanding and profitable, but this profession is especially hard on the unsuccessful. Failed salespeople are expensive to the firm in training and costs. Why do they fail? Some companies throw their new salespeople in the deep end to sink or swim. Maybe the salespeople have poor sales habits or lack desire for the work. Others are not committed to doing what’s required. Maybe the company used a faulty sales process. The traditional sales method of cold calling is very hard work. Most people find it difficult to call perfect strangers and try to sell them something they didn’t request. To prevent their salespeople from failing, companies should set up a good process for prospecting, making sales and creating new leads. To lower turnover, train salespeople about the firm’s products; teach them how to sell and how to develop leads.

Cold calling may be notoriously inefficient, but you still need to develop leads and find customers. Developing and selling via referrals is less painful and more efficient. However, a mere slip of paper with a name and phone number is not a proper referral, even...

About the Author

Paul McCord runs a company that helps small and medium-sized firms in a wide range of industries improve their sales teams’ effectiveness. He is also a speaker, trainer and author.

Paul M. McCord

Creating A Million Dollar A Year Sales Income

Sales Success Through Client Referrals

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Reduce Your Hard Work

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