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Paul McCord

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Author Deconstructs Referral Selling Methods
Friday, December 08, 2006  1:55:00 PM

by Paul McCord

Leading prospecting and referral selling authority, Paul McCord, releases new book that turns referral selling methods on their heads, creating what one business leader, Stu Taylor of the nationally syndicated radio program Equity Strategies says is "the most significat sales book I've read in quite sometime."

Leading prospecting and referral selling trainer and authority, Paul McCord, tears apart the traditional referral selling methods taught to salespeople by companies and sales trainers 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, business methodology consultant, in his review of the book at "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."

"Companies and salespeople spend billions of dollars every year trying to generate sales leads when their single biggest lead generation resource is free and sitting in their computers -- their current and past client database. The problem is there hasn't been an effective, proven, reliable process for mining that database for new business," McCord adds. "This is a highly detailed, personal and relationship driven process that turns those names in the computer into dollars in the sales pipeline at a fraction of the cost of other lead generation methods. The super producers do it and there is no reason everyone can't emulate their success."

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
Power Referral Selling

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