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

ISBN: 978-0-470-06995-0
224 pages
February 2007
Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals (0470069953) cover image


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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Table of Contents


CHAPTER 1. Why Salespeople Fail.

CHAPTER 2. Referrals Are the Solution.

CHAPTER 3. Simply Asking for Referrals Doesn’t Work.

CHAPTER 4. Establishing the Referral Relationship.

CHAPTER 5. Getting Agreement on Terms.

CHAPTER 6. Negotiating for Referrals.

CHAPTER 7. Earning the Referrals.

CHAPTER 8. The Referral Acquisition Meeting.

CHAPTER 9. Contacting the Referred Prospect.

CHAPTER 10. The Next Generation of Referrals.

CHAPTER 11. What if They Don’t Buy?

CHAPTER 12. Creating Referral Partnerships.

CHAPTER 13. Networking for Referrals.

CHAPTER 14. Common Objections to Referral Selling.


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Author Information

PAUL McCORD is a speaker, sales trainer, and consultant with over twenty years' experience training sales personnel from every imaginable industry. His sales training and consulting company, McCord and Associates, is a Houston-based firm that focuses on helping small to medium-sized companies develop their sales teams.
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"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
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