Get Creating a Million-Dollar-a-Year Sales Income: Sales Success PDF

By Paul M. McCord

ISBN-10: 0470045493

ISBN-13: 9780470045497

In making a Million-Dollar-a-Year revenues source of revenue, Paul McCord units out a close, but versatile plan of action that has been confirmed to generate referrals in almost any revenues process or atmosphere and in any undefined. This easy-to-read reference consultant beneficial properties compelling real-world examples of universal error and strategies that might remodel misplaced possibilities into genuine customers. Create the referral base that promises luck!

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Extra info for Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals

Example text

First, we must ask for referrals. Rarely will a customer or client simply volunteer. Unless the client knows we need referrals and our business depends on referrals, he won’t think about giving them—much less actually volunteer the information. The most common reason salespeople don’t ask for referrals is fear: fear of rejection by the client, or the fear of irritating a client from whom they’re seeking additional business. Just as the fear of rejection can hinder your ability to prospect by cold-calling, the fear of being rejected by a customer inhibits the request for referrals.

Can you read your clients’ minds? Making the assumption for your clients is dangerous business, both during and after the sale. You don’t know who the client might know—and you won’t find out unless you ask. Your client is too busy to give referrals? Again, this is a common excuse for not asking. I’ve received referrals from CEOs of Fortune 50 companies, physicians, and others who are usually considered too busy to give referrals. Sometimes with this level of client, the referrals come in unusual ways.

Let’s take three examples of an initial phone conversation with a prospective client. 1. For the first example, assume you’re a salesperson whose business is primarily by referral, but supplemented with cold calls: You (shortly after the beginning of the conversation): “Mr. ” You let the cold call prospect know up front that the call is an exception to your usual method of doing business—and that you typically work from referrals. As the relationship develops, you will revisit this theme. 2. In this example you’ve begun to generate a fair number of referrals, but your business is still primarily generated from other sources.

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Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals by Paul M. McCord


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