Creating and maintaining a sustainable pipeline of prospects and customers is the single most importantand difficultjob a salesperson faces. The best way to create and maintain that pipeline is through referrals from the salespersons existing client base. This book sets out a detailed, yet flexible course of action that can be adapted to virtually any sales system and has been proven to generate referrals. The easy-to-read, conversational reference guide is filled with real world examples of common sales mistakes and solutions that will transform lost opportunites into definite prospects. Sample topics include The reasons salespeople fail Why simply asking for referrals doesn’t work Using referrals you already have as part of the negotiation process Earning the right to referrals by working up to a customer’s expectations Guaranteeing future generations of referrals
Book Details:
- Author: Paul M. McCord
- ISBN: 9780470045497
- Year Published: 2007
- Pages: 208
- BISAC: BUS058000, BUSINESS & ECONOMICS/Sales & Selling / General
About the Book and Topic:
Creating and maintaining a sustainable pipeline of prospects and customers is the single most importantand difficultjob a salesperson faces. The best way to create and maintain that pipeline is through referrals from the salespersons existing client base. This book sets out a detailed, yet flexible course of action that can be adapted to virtually any sales system and has been proven to generate referrals. The easy-to-read, conversational reference guide is filled with real world examples of common sales mistakes and solutions that will transform lost opportunites into definite prospects. Sample topics include The reasons salespeople fail Why simply asking for referrals doesn’t work Using referrals you already have as part of the negotiation process Earning the right to referrals by working up to a customer’s expectations Guaranteeing future generations of referrals
Online promotion opportunities: The book will have a dedicated website, be promoted on the McCord and Associates website, and be directly marketed to an email list of 28,000 realtors, mortgage professionals, CPAs, attorneys, financial planners, and insurance reps. Websites are promoted via pay-per-click on Google and Yahoo and receives about 75 visitors per day. McCord and Associates Seminars: McCord and Associates will offer back of the room book sales at 19 seminars per year. Attendees include real estate, mortgage, advertising, investment, insurance, B2B hardware and software, financial planning, new home, printing, and office supplies/equipment. Speaking Engagements for Professional and Civic Organizations: McCord delivers presentations to real estate, mortgage, banking, and general business organizations. Generally attendance at these meetings is between 75-150 people. Real Estate Firms: McCord has contacts for 200,000 to 250,000 realtors at real estate firms including Prudential, Keller Williams (45,000 realtors), Prudential Gary Greene (10,000 realtors), Realty Executives (12,000 realtors), and Century 21 (4,500 realtors), as well as several hundred franchise owners in Texas, Louisiana, Oklahoma, and New Mexico. Professional Associations: McCord has strong contacts within the National Association of Realtors and other local associations, including real estate, mortgage brokerage, financial planning, accounting, insurance, investment, general sales, employee benefit and leasing, and mobile phone sales.
About the Author
Paul McCord (Katy, Texas) is a speaker, sales trainer, and consultant with over 20 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. Paul has personally developed and led sales teams wholesaling investment products to banks, credit unions, NASD broker/dealer firms, financial planning firms, trust companies, and major wirehouse companies. In addition, he has operated his own successful mortgage company and managed sales forces for several mortgage banks.