The traditional cold-calling sales method is as difficult as it is familiar. Paul McCord has decades of experience helping salespeople succeed by working through qualified referrals rather than prospecting random strangers. His method gives you a better sales close rate and gets you fired up each day about selling. McCord writes concisely and makes his points simply. Each chapter ends with a workbook section that asks questions about your situation so you can track information that will help you implement the author’s sales method. One chapter even covers some of the objections he hears most in his sales training sessions. You can keep working hard all alone clearing stumps and moving rocks with your current approach, or move to more fertile ground where your best clients can make your life easier by helping you find new clients just like them. getAbstract recommends this book to any professional who needs to sell, with the caveat that you’ll need the sensitivity to know when you’ve asked someone for referrals too many times.
In this summary, you will learn
- What a qualified referral is and why it is important;
- How to build a referral relationship; and
- How to create a referral partnership.
About the Author
Paul McCord runs a company that helps small and medium-sized firms in a wide range of industries improve their sales teams’ effectiveness. He is also a speaker, trainer and author.
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Greenleaf Book Group, 2017