||John Wiley and Sons
||November 17, 2006
Book Review from ChangingMinds.org
From the title of this book you might guess that this is just another sales book that over-promises and under-delivers. Fortunately, you'd be wrong: This is a serious and practical book that can deliver what it says on the tin and more. 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.
The heart of McCord's method is the transaction that you build when you make a sale: a deliberate deal where you ask for solid referrals in exchange for proven great delivery and service. Of course you have to deliver on this promise, which then entitles you to ask for a separate meeting just for getting referrals. In this meeting you seek not just names and addresses but also introductions that make the referrals far more likely to lead to conversions.
The neat framing that McCord suggests you can add to conversation and personal branding that actually legitimizes your referral approach is the 'spiral of success' that: (a) by delivering great service you get great referrals, and (b) by getting great referrals you save so much time in prospecting you have the space in which to deliver great service.
Overall the book is very readable and stuffed full of tips, examples and strong how-do detail. It is, quite simply, the best manual on gaining and using referrals I have found.
The only thing I would change about this book is its title. All sales people know that referrals are by far and away the best way of gaining more sales and the 'million dollar' title is a distraction that can be interpreted as cheap sales pap. Personally, I would call the book something more direct such as 'Referral selling' or 'How to make referrals really work'.
In the end, 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.
Note: More generous resources on McCord's methods can be found at his site: http://www.powerreferralselling.com/html/resources.html
Endorsements by other sales trainers and publications
Shirley Roe, AllBooks Review
"Salespeople from every industry will find this a useful and comprehensive sales referral guide. Chapter after chapter of excellent advice that dispels myth and rumor related to referral selling. Pick up a copy today. You too can become a successful salesperson using referrals to build your business."
Joe Vitale, NY Times best-selling author, “There’s A Customer Born Every Minute”:
“A terrific book revealing a . . . proven strategy for changing poor to average salespeople into record breaking salespeople. Get this book if you are serious about your career and income!”
Dave Anderson, NY Times best-selling author, “Selling Above the Crowd”:
“Paul McCord has hit a home run! Rather than simply admonish you to get more referrals, he shows you how to build the ‘two comma’ income you’ve always dreamed of!”
Frank Rumbauskas, Jr; NY Times best-selling author, “Never Cold Call Again”:
"Referral selling is a cornerstone of sales success. This amazingly effective and detailed plan will fill your pipeline with hot, ready- to-buy referral leads, fast! Hands-down, the best book on referrals there is."
Stu Taylor, Nationally Syndicated, award winning host of Stu Taylor on Business and Equity Strategies
“A great book. This is one of those books every salesperson should read and keep by their desk and constantly refer to--this is a career changing book.”
SellingPower Sales Management Newsletter
"Referrals must be an integral part of your sales approach, from first contact through post-sale. . . . (McCord's) PWWR system addresses the issues that keep sales people from generating a large number of quality referrals."
Selected as a "Required Reading" book by CRM Magazine
Comments by readers
Donna Barnes, Mortgage Loan Officer, Richmond, VA
“Excellent book. I’m an avid reader of sales books and I put this right up there with Tom Hopkins’ and Brian Tracy’s books. Very practical, useful and the system you lay out has almost tripled the number of referrals I’m getting. I recommend this to everyone who is serious about their sales business.”
Andrew Clark, IT Services, London, England
“Very high quality material. To my knowledge you are the only sales trainer who has analyzed the whole process of developing a relationship with the client designed specifically to get referrals. And best of all, not only is this the best book I’ve read about prospecting, you go beyond prospecting and give great advice about selling also.”
Andrea Rosales, New Home Sales, Phoenix, AZ
“Thank you for giving me a real understanding of why I’ve had such a hard time getting really good referrals from my clients. I, like most salespeople, get a few referrals, but they usually aren’t very good and hardly ever result in a sale. Now I understand why and know what to do to change my results. I’ve begun to contact my client base and have already gotten five referrals, and they are really good ones too!”
Robert Torson, Investment Banker, Japan
“You’ve hit on one of the most important aspects of selling for me, since relationships are the key to success here in Japan. Your emphasis on building and nurturing relationships is right on target. I had my doubts that I’d really get much out the book because we are so immersed in developing client relationships that I didn’t think you’d be able to add anything I wasn’t already aware of. I was wrong. I picked up some great points.”
Harvey Lee Catchings, Player Career Transition Counselor, NBA Players Association, New York:
“Great book on how to generate qualified leads . . . wish I had read it long ago.”
Nick Will, Owner/Broker, Lelda Will Fine Properties, The Woodlands, Texas:
“Paul McCord's PWWR system is a book for the true sales professional.
Again and again, McCord turns old conventions on their head and
challenges the true professional to raise their potential. Definitely a book I DON’T want my competition to read.”
Don Little, president, Southwest Fabricators, Dallas, Texas
“McCord has done an exceptional job dealing with one of the most important but least addressed aspects of selling. Wonderful job explaining why so few salespeople really get referrals and shows, in detail, how to succeed in sales by generating a large number of quality referrals.”
Robert Gately, President, Gately Consulting, Boston, Mass
“A must read for salespeople and sales managers who want to help their salespeople dramatically increase their sales.”
Phil Himes, Regional VP, Capital One Mortgage Banking, Baton Rouge:
“A great source for new and seasoned sales professionals! This book breaks through the myths that hold people back and teaches a clear, concise, workable system that will dramatically increase any salesperson’s income.”
David Choate, District Manager, Farmers Insurance, Texas
"This book is very powerful and will create many superstars within my organization. It is a must have, must read book."
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