Have you ever wondered how top sales pros are able to generate a seemingly unlimited stream of ready-to-buy referrals, when it's obvious to anyone in sales that the usual advice of "Do a good job and ask for three referrals" and "Go to lots of networking events" really doesn't work?
Well, Paul McCord today releases his amazing book "Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals" that I was fortunate enough to review in advance.
And let me tell you - it's astounding! It's clearly the BEST book on referral selling ever written, and I've read literally hundreds of sales books -
Today only, Paul is giving away some great bonuses when you buy the book on Amazon.com - for a mere $13.57. After you buy the book, go to this page, type in your Amazon receipt number, and you'll receive instant access to the bonuses once it's validated -
I shared this book and Paul's ideas with my private 'Sales Pro Secrets' coaching group, and they were literally blown away! Paul shows you how to rebuild your entire sales process from the ground up, so that you are flooded with referrals day in and day out, and can blow out your numbers entirely on referral sales. Get this book right now -
I've been reading a lot about the housing crash lately, as it continues to worsen, and am particularly interested because I'm leaving one bubble market, Phoenix, Arizona, to move to another one, Newport Beach, CA.
What I've found, though, is that a lot of real estate agents have emailed me in a panic, wondering what to do now that the market has slowed, and Phoenix and Orange County are no longer the lands of listing a home for sale, and receiving a dozen offers within a couple of days.
Well, my answer is quite simple: Now is the time for you to excel. During the "boom" days, the business was overrun by amateurs looking to make a quick buck. Now they're getting flushed out - resulting in less competition for you - and only the true professionals will continue to prosper going forward. In fact, I had a conversation with the president of a large real estate brokerage recently, who agreed that this is their time to shine, whereas before they were lost in all the buzz.
So, remember, a downturn is an opportunity. I was working in the telecom & IT field during the dot-com bust, and what happened was that most of my competitors were wiped out, leaving tons more market share for me to go out and capture. Remember, smart investors get rich during economic downturns, NOT during the boom times, and likewise, top sales pros prosper and stand out during the downturns too.
It's the start of a new month. What should that mean to you as a salesperson?
Quite honestly, it should mean nothing.
The idea of selling by the month is a leading cause of failure and frustration in the sales profession. Salespeople tend to slack off at the beginning of the month, and then work twelve-hour days at the end of the month in order to rack up as many sales as possible.
But, why change your activity depending on where you are in the month?
Top sales pros never change their activity for such a frivolous reason as that. They are consistent - they do the same things to be successful, day after day, and never care about which week of the month they're in. They wake up and it's today, and that means doing the same things they do every other day to achieve.
Managers: You're the biggest cause of this kind of flawed thinking. Stop reminding your reps how many days are left in the month - that's a waste of time - and instead give them the kind of help that will actually make them succeed.
Frank Rumbauskas is a New York Times Best-Selling Author, one of Fast Company's Most Influential People Online, Winner of Business Book of the Year from 800-CEO-READ, The World's Best Sales Trainer, The #1 Sales and Marketing Strategist on the Planet, and a very humble and loving husband, dad to two beautiful daughters, and all around great guy!
To get Frank to explode your organization's sales numbers until your head is spinning, your wallet is bursting at the seams, and everyone thinks you're a genius, contact him at firstname.lastname@example.org