http://feeds.rapidfeeds.com/?fid4ct=1516 Wed, 15 Nov 2006 13:45:21 EST http://backend.userland.com/rss RapidFeeds v0.1 -- http://www.rapidfeeds.com paul mccord pmccord@mccordandassociates.com 60 en-us We have 2 new tele-seminars open in March. Both of these tele-seminars have limited seating, so early registration is encouraged: How to Become a Referral-Based Salesperson Wednesday, March 14 11:00 AM Central 3 hour tele-seminar Registration: $69.00 Register at: www.powerreferralselling.com/html/seminars.html Learn how the mega-producers generate their huge volume of referral business and do what they do to become a referral-based salesperson or professional. 1. Some of the topics covered: * Why Salespeople Fail * Why simply asking for referrals doesn’t work * How to establish a relationship with the client that results in a large number of high quality referrals * How to guarantee you get quality referrals even if you client doesn’t have any referrals for you * How to contact the referred prospect to insure you get the appointment * Understanding the four pillars of a referral * How to overcome referral objections Foundations of a Successful Sales Career Thursday, March 22 1:00 PM Central 2 Hour Tele-seminar Registration: $39.00 Register at: www.powerreferralselling.com/html/seminars.html Are you new to sales or to your industry–or do you just find yourself in a rut where you can’t breakout of being average or slightly above average? Then this seminar is for you. Over 40% of all salespeople fail in their first two yeas. Worse, over 45% never achieve above an average or slightly above average level. Why? Because they haven’t been able to discover and implement the right mental and emotional attitude. Selling is more about attitude, self-image and the image you project to your prospects and clients than any other single thing. Unless you understand and deal with those hidden attitudes and personal beliefs that keep you down, you’ll never achieve the level you want. This seminar deals with only developing the mental and emotional armor to reach your true potential. Don’t let yourself fail because you’re not prepared to succeed. This is an essential course for new salespeople and those who want to break out of their rut. Sales managers, this is the course to direct your new and underperforming salespeople to. Take advantage of these extremely reasonably priced tele-seminars. Seating is limited–results unlimited. http://feeds.rapidfeeds.com/?iid4ct=43899 pmccord@mccordandassociates.com business; sales http://feeds.rapidfeeds.com/?iid4ct=43899 Mon, 19 Feb 2007 08:21:15 EST Over the past several years, most industries have experienced strong growth in a very healthy economy. Sales forces have only had to fight their competition, not restricted budgets, production cut backs or nervous purchasers. Along with the strong economy and sales has come an inevitable laziness on the part of salespeople, according to leading sales trainer and management consultant, Paul McCord. Rather than seeking to build long-term relationships with clients and customers, many have adopted a lead generation program that relies more on grazing for quick, easy sales rather than building a lasting client base. Such moves may spell disaster for many salespeople and their company in the near future says McCord. McCord, author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007), warns that recent moves by Congress indicate that the hot sales environment of the last few years may end quickly and with dire consequences for many. “Congress has made it much easier to enact tax increases,” McCord said. “The economy was built on freeing up capital through tax cuts and an increase will threaten and likely destabilize of the economy.” If Congress passes a tax increase, according to McCord, the hot selling environment most salespeople have enjoyed could cool substantially in just a few months. “It’s time for salespeople and companies to begin preparing for the coming hard selling times,” warned McCord. “It appears that the window for preparing for the new sales environment is only a few months to a year, at most.” McCord advises salespeople, service professionals and companies to begin now to look at lead generation and client relationship methods that will ensure future sales and future growth. “There are a number of proven lead generation methods that salespeople and their companies can adopt that will help insulate them from the coming hard times,” McCord said. “The salespeople who are the basis for my book are the true million dollars a year sales superstars who have built their million dollar incomes from learning how to create a relationship with their clients and prospects that generates a huge number of high quality referrals. Those salespeople have learned how to create huge incomes no matter the selling climates. In short order, other salespeople and companies better be learning how to emulate them or find equally effective lead generation methods--or they are going to be in trouble.” “If salespeople want to survive, they need to start changing their activities now. If they need more training and need to find new methods of client acquisition, now is the time. This time next year may well be way too late.” http://feeds.rapidfeeds.com/?iid4ct=32705 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=32705 Wed, 17 Jan 2007 12:58:20 EST I need help on my newest book. The book’s working title is Planning Your Success: The Ultimate Guide to Creating Your Personal Marketing Plan. I am currently about 1/3 through the first draft (about 28,000 words). The book is a highly detailed discussion of how to create a real, workable, career changing personal marketing plan. Although there are tons of books on the market that discuss how to create a company marketing plan, there are few that are directed toward individual salespeople and professionals. The book offers not only a detailed discussion of how to create a real marketing plan; it takes a fictional salesperson and goes through the actual process in detail. It analyzes her past production and prospecting numbers, examines her potential marketing channels and marketing methods, it examines her strengths and weaknesses, sets out detailed sales, prospecting and income projections based on her personal time and resource commitments and actual historical selling ratios, creates each of her intended marketing materials with scheduled actions, and much more. It is simply the most detailed analysis of how to create a life-changing plan there is. Now, I need help. I’m looking for several salespeople, managers and/or professionals to read the draft and give me honest feedback. If you agree to reading, you may get some great planning ideas for yourself and I’ll give you a free copy upon publication late this year. In addition, you'll receive acknowledgement in the book for your help. The only issue is I need the feedback by Jan 15. If you would be interested in reading and supplying me with your opinions—good, bad or indifferent—I’ll e-mail you a Word copy of the first draft. Simply contact me at pmccord@mccordandassociates.com and let me know of your interest. My bestselling first book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals has been a great success gaining aclaim and recommendations from the likes of SellingPower, CRM Magazine, ChangingMinds.org, Dr. Joe Vitale, Dave Anderson, Frank Rumbauskas and many others, and I intend for this book to be even better. http://feeds.rapidfeeds.com/?iid4ct=28554 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=28554 Tue, 02 Jan 2007 08:02:22 EST Leading prospecting and referral selling authority and bestselling author, Paul McCord, and the leading internet salesperson-training website, EyesOnSales, have announced a free referral selling training tele-seminar to be held Thursday, January 11. The seminar will last an hour and a half and present salespeople, professionals, business owners, sales managers and trainers the basic foundations of creating a relationship with clients and prospects that generate a large number of high quality referrals. Seminar topics will include a discussion of why the traditional training on referral selling has failed, the foundations of referral generation, the extensive research McCord has performed on how the top sales producers generate a large number of high quality referrals, and how to best contact a referred prospect to have the best chance of setting an appointment. The seminar will be held twice on January 11th, once in the morning and then again in the evening. A limited number of spots are http://feeds.rapidfeeds.com/?iid4ct=23773 pmccord@mccordandassociates.com Business http://feeds.rapidfeeds.com/?iid4ct=23773 Sat, 09 Dec 2006 17:55:22 EST Houston, Texas; December 5, 2006: Leading prospecting and referral selling authority, Paul McCord, tears apart the traditional referral selling methods used by companies for decades and has reconstructed them into a systematic referral generation program that promises to change the way companies and salespeople relate to customers and clients in his newly released book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007). According to Stu Taylor, the award winning host of the nationally syndicated radio program Equity Strategies, the book “is the most significant sales book I’ve read in quite sometime. It is simply the best book on client relationship selling I’ve ever read.” “What McCord has done is identify the most powerful way of gaining sales leads, taken it apart and re-built it into a powerfully more effective process,” says David Straker in his review of the book at ChangingMinds.org. “The joy that earns this book a rare five stars is the practical, thorough and innovative treatment of referrals that can have literally massive benefit to anyone, not just in sales, who wants to connect with valued other people.” According to leading sales trainer and New York Times bestselling author Frank Rumbauskas, the book will become “the authoritative work on referral selling and developing the client relationship because it is the most original, innovative, researched and detailed treatment of the subject. It really is a must read book for anyone in sales who is serious about their career.” “It has been obvious for decades that the traditional method of training salespeople to generate referrals, the ‘do a good job and ask for referrals’ method, is not effective,” McCord claims. “I decided to find out how the true million dollars a year sales superstars generate their tremendous volume of referred business and how that differs from what the average salesperson, business owner and professional is doing. The differences in how each group relates to their clients and the way the mega-producers prepare their clients to give a large number of high quality referrals is amazing. I’ve simply taken the various techniques and strategies these big producers use and developed them into a systematic program so that any salesperson, professional or business owner can slip them into their own sales process.” The book is available in all fine bookstores and on-line at Amazon, Barnes and Noble, Powell’s, WalMart and most other on-line booksellers. Additional information on referral selling can also be found at McCord’s referral selling website http://www.powerreferralselling.com. http://feeds.rapidfeeds.com/?iid4ct=22472 pmccord@mccordandassociates.com Business http://feeds.rapidfeeds.com/?iid4ct=22472 Tue, 05 Dec 2006 18:23:56 EST Bestselling author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals and leading sales training authority, Paul McCord has released a new e-book, Understanding Referral Generation: A Salesperson’s Primer. For a limited time, McCord is offering the book free of charge in order to promote his new website Power Referral Selling (http://www.powerreferralselling.com). The website and e-book are designed to help salespeople, professionals and companies understand the unique relationship with the client required in order to have the client provide the salesperson with a large number of high quality referrals. “For decades, salespeople have been told to just ‘do a good job and ask for referrals,” McCord says, “but we’ve known for years that this method doesn’t work very well. Salespeople get a few names and phone numbers, most of which are worthless. They get a sale from referrals here and there, but many quickly decide it just isn’t worth the time and effort.” The problem, according to McCord, is few people have studied and taught the methods the true sales superstars use to generate their tremendous volume of referral business. “The mega-producers use referral generation techniques and strategies that are pretty sophisticated and detailed to create a relationship with their client that makes the client want to give good, solid, high quality referrals. There are several referral books on the market and some reasonably good referral training, but even these have failed to really go in-depth about how to create a client relationship like those created by the superstars of sales,” McCord claims. Moreover, even with the resources currently in the marketplace, few salespeople and companies understand even the basics of referral generation. Studies show that less than 15% of all salespeople generate enough referrals to impact their sales and income. “This is an amazingly low percentage of salespeople. When you consider that referrals are the single most effective and cost efficient method of customer generation, you’d think that salespeople and companies would be desperate to learn how the big producers do it. You’d be wrong,” McCord said. “Most salespeople and their companies still don’t understand that referral generation is a learned process, not a single act after the sale is complete. It is probably the most misunderstood aspect of the sales process. With the thousands of books on sales in the marketplace, you’d think there must be dozens and dozens on this most important of all prospecting methods. Again, you’d be wrong. Very few books have been written on the subject, and fewer still that are any good. Hopefully with the serious study of the subject now being done, salespeople and companies will wake up to the incredible potential in referral generation. By simply learning and implementing those strategies that have proven to work, companies and their salespeople can greatly increase their sales and lower their cost of sales in a relatively short period of time.” The new e-book is offered free on the website in PDF format, but is also being offered to companies in printed bulk form at a modest charge, with the company name and logo on the cover for distribution to their sales force and customer base. Bulk inquiries can be made at info@mccordandassociates.com. http://feeds.rapidfeeds.com/?iid4ct=16667 pmccord@mccordandassociates.com Business http://feeds.rapidfeeds.com/?iid4ct=16667 Wed, 15 Nov 2006 13:46:33 EST