http://feeds.rapidfeeds.com/?fid4ct=474 Tue, 19 Sep 2006 00:06:11 EST http://backend.userland.com/rss RapidFeeds v0.1 -- http://www.rapidfeeds.com 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=43898 pmccord@mccordandassociates.com business; sales http://feeds.rapidfeeds.com/?iid4ct=43898 Mon, 19 Feb 2007 08:19:07 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=32703 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=32703 Wed, 17 Jan 2007 12:57:27 EST Houston, Texas; January 3, 2007: Paul McCord and McCord and Associates announced today their January and February free sales training tele-seminar schedule. McCord, of the bestselling book Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007) and a leading authority on sales, lead generation, referral selling and personal marketing, said that the company is going to greatly increase their free tele-seminars this year to accommodate the large number of requests by salespeople and companies. “We’ve held these seminars on an infrequent basis in the past and have had so many requests that we create a regular schedule of seminars, that we decided the beginning of a new year was the perfect time to establish a regular schedule,” McCord said. “We believe that it’s not only a way to meet the tremendous volume of requests, it’s just plain good for our business.” Seminars scheduled for January include two sessions of their most popular tele-seminar, “Understanding Referral Generation,” to be held at Noon and then again at 7:30 pm central time on January 11. The seminar discusses the techniques and strategies the true million dollars a year sales superstars use to generate their huge volume of referral business. The seminar will be offered again on February 27. Two other seminars are on the schedule. On January 30, the “Foundations of a Successful Sales Career” seminar will be offered at 4:00 pm central time. The seminar is geared toward new and relatively new salespeople and is popular with sales managers who enroll their new salespeople in the course. The course shows new salespeople how to acquire the attitude and confidence to present themselves as professionals, get over the fear of not knowing everything about their product or service, and to begin selling immediately. The third seminar on the schedule is a new seminar, “Planning Your Success.” The seminar, offered on February 15 at 2:00 pm central, presents the basics of creating a real, workable, career changing personal marketing plan by analyzing past performance, understanding personal strengths and weaknesses, researching markets and marketing methods, and developing meaningful sales and income projections. Pre-registration is required for each tele-seminar. Participants may register at http://www.powerreferralselling.com/html/free_tele-seminar.html. Seating is limited and early registration is encouraged. http://feeds.rapidfeeds.com/?iid4ct=28956 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=28956 Wed, 03 Jan 2007 18:51:46 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=28553 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=28553 Tue, 02 Jan 2007 07:59:36 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 available for each session. Although the seminar is free, attendees must pre-register at http://www.powerreferralselling.com/html/free_tele-semianr.html. Reservations are first come, first served, so early registration is encouraged. For additional information, contact Paul McCord at pmccord@mccordandassociates.com. http://feeds.rapidfeeds.com/?iid4ct=23772 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=23772 Sat, 09 Dec 2006 17:53:20 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=22473 pmccord@mccordandassociates.com Business http://feeds.rapidfeeds.com/?iid4ct=22473 Tue, 05 Dec 2006 18:27:16 EST Author, sales trainer sales management consultant and leading authority on sales prospecting and referral generation, Paul McCord issued an advisory to his clients this morning advising them to prepare their sales force for a more difficult selling environment in most industries within the next 12 to 24 months. “The incredible economic expansion of the past few years would eventually begin to slow as a normal course of business, which we are beginning to see the start of in some industries,” McCord said, “but with the looming potential for political change on the horizon, things don’t look too rosy for salespeople in the near future. If there is a significant shift in the makeup of one or both houses of Congress, there could be a swift and significant slowing of the economy.” McCord bases his sales warning on the implied promise by Democrats to roll back some or all of the tax relief President George W. Bush has implemented. “The tax relief President Bush pushed through has been one of the major factors in the booming economy. If these are negated, which it appears may happen; the economy could come to a screeching halt. The brunt of the immediate impact would be on the frontline sales force, McCord added. His warning is directed at salespeople and their managers to take steps now to begin to insulate themselves from the very real potential of significantly lower sales volume within a short period of time. “Salespeople, if they want to survive in a slower economy, must take steps now to prepare themselves. Studies have shown that those salespeople who have learned how to generate a large number of referrals from their clients and prospects not only earn four to five times the income of non-referral based salespeople in the same industry, but are virtually insulated from economic downturns,” he claims. “I’ve studied the prospecting methods of sales mega-producers, and what almost all have in common is that they generate almost all of their business through client referrals. Their methods and techniques are the basis for my book, Creating a Million Dollar a Year Sales Income (John Wiley and Sons). But the biggest benefit they gain from their practice of referral selling is that their business is hardly affected by any but the most serious economic slowdowns, and even then their income is still way into the six figures.” “And if the economy doesn’t slow? Well, if companies and their salespeople learn how to emulate the production methods of the superstars and the economy stays strong, then they’ve learned how to make more money. If the economy declines, they’ve learned how to position themselves to take advantage of a declining market. Either way, they win.” http://feeds.rapidfeeds.com/?iid4ct=6981 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=6981 Wed, 11 Oct 2006 09:05:06 EST John Wiley & Sons has purchased the rights to publish a new book by Paul McCord. The book with a working title of Planning Your Success will be released in August of 2007. This is the third book by McCord that Wiley will publish. McCord's first book, Creating a Million Dollar a Year Sales Income will be released in November, and his second, The Extraordinary Sales Manager is scheduled for release early next summer. McCord's third book is a detailed handbook of how an individual salesperson or professional can construct and implement a realistic, comprehensive and viable personal marketing plan. The book will be the only comprehensive treatment of the subject on the market aimed specifically at individuals rather than companies. http://feeds.rapidfeeds.com/?iid4ct=3261 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=3261 Wed, 13 Sep 2006 08:45:51 EST (PRWEB) September 5, 2006 -- A new survey conducted by McCord and Associates of over 2,500 salespeople and sales managers indicates over 90% of salespeople are ill positioned to maintain their production when the economy begins to wane. Leading sales referral generation training expert, Paul McCord, president of McCord and Associates and author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley & Sons, 2006), explains that “the number of salespeople who generate a significant percentage of their production through generating quality referrals from clients and prospects has decreased substantially over the past years. The economy has been strong and salespeople have gotten lazy. Business has been good and many salespeople have not had to fight to fill their pipeline. Past surveys have shown that only about 15% of salespeople generate enough quality referrals to impact their business, but this survey shows that number has dramatically decreased to less than 10%--and most of those who are continuing to grow their business by referral are the major top producers, the ones who always grow their business by referral.” “Most salespeople are not effective at generating referral business because they simply have never been taught how to create the relationship with the client that produces a large number of qualified prospects. And as the sales environment has gotten easier, more and more salespeople blew off the admonitions to develop referrals and didn’t take the time and effort to learn how to successfully generate business through referrals; instead they took the easy way out, thinking there would always be more than enough business out there to fill their pipeline,” McCord said. “Many are now beginning to find out that seemingly unlimited business isn’t the norm. Salespeople in the mortgage, real estate, business banking, and insurance industries are seeing their markets shrink in many parts of the country. Many are washing out because the business doesn’t fall into their lap anymore. And they’re just the precursor—in the coming couple of years we’ll see this work its way through many more industries. Those salespeople and companies who don’t prepare themselves for a more competitive climate are going to be in serious trouble.” “There are much tougher selling days coming and salespeople and their companies need to be preparing themselves now. Of course, the mega-producers in every industry will do well when things tighten up, because their business is built around knowing how to turn their clients into their personal sales team. Why is it the mega-producers never seem to suffer in competitive markets? Why don’t they ever seem to have to fight the price wars? Because they don’t do business the same way the typical salesperson does. They have been trained on the techniques of generating a very large number of qualified prospects from their clients and have honed those skills to perfection. It’s the bulk of the salespeople who will struggle—and many fail—if they don’t learn to do business the way the superstars, who are insulated from the ups and downs of the economy, generate their production.” The survey, conducted over a 60 day period, included salespeople and sales managers from a broad spectrum of industries, both direct to consumer and business-to-business, and included salespeople from throughout the United States and Canada. Conducted by phone, the survey consisted of 15 questions covering the person’s business generation methods. Anyone who would like a summary of the survey, which will be available by mid-September, can request a copy by emailing survey @ mccordandassociates.com with their name, company, title and email address. http://feeds.rapidfeeds.com/?iid4ct=2402 pmccord@mccordandassociates.com http://feeds.rapidfeeds.com/?iid4ct=2402 Tue, 05 Sep 2006 11:22:47 EST