Search / 54 posts tagged Paul McCord

The JF Guest Author Spot Paul McCord Are you a salesperson, professional or business owner who is trying to market to anyone and everyone in your market that might even remotely have a use or need for your product or service? If you are, why? Why would you try to do something that most salespeople and professionals can’t possibly do well?

I am honored and pleased that two of my articles were chosen as “Article of the Week” in September by Top 10 Sales Articles, and one, Why Decision Makers Hate Cold Calls, has been selected as the Article of the Month. My other article that was selected as an Article of the Week winner during September was Never a Cold Call, Always and Introduction.

Communication is at the core of what we as salespeople do.  We have to find a prospect and then communicate who we are, what we do, how we can help them solve their problems or meet their wants and needs, and we have to do so in a manner that builds confidence, trust, and respect.

Would you like a free unabridged audio copy of my bestselling book Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals? Well, you can have one courtesy of Jeb Blount, The Sales Guy. That’s every second of the 4 hours and 18 minutes of the book-and not only do you not pay the Audible cost of $17.95, you don’t pay a penny.

It goes without saying that a major element in growing your business is buy generating referrals. Let’s take a quick look at a few tips that may help you gain the much sought after referral. Over at the Networkingstrategist blog, Hazel Walker, says that you need to ‘thank or reward’ someone who is an advocate for you.

China wowed the world last Friday evening with their spectacular opening ceremonies for the Olympics. Those ceremonies had been in the works for two years. And for several years prior to that they had been building the sites, preparing their cities, and promoting not just the games but their image.

There has been much written lately about why sales training is so often ineffective and how to improve its impact on the sales team.  Many of these articles can be found on The Customer Collective. In a recent blog post Dave Stein discusses his email exchange with Tim Sullivan, a director of Sales

Sales Gravy Press Signs Best-Selling Author Paul McCord Author and internationally recognized sales trainer Paul McCord has signed with Sales Gravy Press to publish his newest book, a follow-up work to his best-selling book on referrals, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (Wiley 2006).

/* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-qformat:yes; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt;

One of the most common complaints that I and other sales trainers get from both salespeople and companies is that sales training in any form, whether via book, workshop, seminar, or on-line course, has little or no impact for most of the men and women who take the training.  Unfortunately, their