New Free Resources to Train Salespeople How to Get Referrals from Their Clients
Bestselling author and leading authority on sales and prospecting, Paul McCord releases new free referral marketing e-book.
Houston, TX (PRWEB) November 17, 2006 -- Bestselling author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals and leading sales training authority, Paul McCord has released a new e-book, Understanding Referral Generation: A Salesperson's Primer. For a limited time, McCord is offering the book free of charge in order to promote his new website Power Referral Selling (http://www.powerreferralselling.com).
The website and e-book are designed to help salespeople, professionals and companies understand the unique relationship with the client required in order to have the client provide the salesperson with a large number of high quality referrals. "For decades, salespeople have been told to just 'do a good job and ask for referrals," McCord says, "but we've known for years that this method doesn't work very well. Salespeople get a few names and phone numbers, most of which are worthless. They get a sale from referrals here and there, but many quickly decide it just isn't worth the time and effort."
The problem, according to McCord, is few people have studied and taught the methods the true sales superstars use to generate their tremendous volume of referral business. "The mega-producers use referral generation techniques and strategies that are pretty sophisticated and detailed to create a relationship with their client that makes the client want to give good, solid, high quality referrals. There are several referral books on the market and some reasonably good referral training, but even these have failed to really go in-depth about how to create a client relationship like those created by the superstars of sales," McCord claims. Moreover, even with the resources currently in the marketplace, few salespeople and companies understand even the basics of referral generation.
Studies show that less than 15% of all salespeople generate enough referrals to impact their sales and income. "This is an amazingly low percentage of salespeople. When you consider that referrals are the single most effective and cost efficient method of customer generation, you'd think that salespeople and companies would be desperate to learn how the big producers do it. You'd be wrong," McCord said. "Most salespeople and their companies still don't understand that referral generation is a learned process, not a single act after the sale is complete. It is probably the most misunderstood aspect of the sales process. With the thousands of books on sales in the marketplace, you'd think there must be dozens and dozens on this most important of all prospecting methods. Again, you'd be wrong. Very few books have been written on the subject, and fewer still that are any good. Hopefully with the serious study of the subject now being done, salespeople and companies will wake up to the incredible potential in referral generation. By simply learning and implementing those strategies that have proven to work, companies and their salespeople can greatly increase their sales and lower their cost of sales in a relatively short period of time."
The new e-book is offered free on the website in PDF format, but is also being offered to companies in printed bulk form at a modest charge, with the company name and logo on the cover for distribution to their sales force and customer base. Bulk inquiries can be made by e-mail.
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