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POWER SELLING

  POWER SELLING is a
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  sales management ezine
  packed with two full-lenght
  articles.  Each issue has an
  article written by me and
  one by a guest trainer.

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  SELLING is a real training
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Articles

The articles below have appeared in various business and industry publications and many
 have been written for a specific industry.  However, the concepts presented are universal and
 apply to virtually all salespeople, irrespective of industry.

You are free to reprint articles under the following conditions:

• Articles cannot be changed or modified
• Proper attribution, including brief bio and contact information included
• Notification of when and where article will appear to pmccord@mccordandassociates.com
   

 Referral Selling

  Know Who Your Cleint Knows
  Turn Your Client Database into Gold
  Developing a Referral-Based Mindset
  Referral Selling Isn’t About YOU
  Why Clients Resist Giving Quality Referrals
  Mice Need Not Apply
  Stop Prospecting Forever
  The Four Pillars of a Successful Referral
  5 Reasons You’re Not Getting The Referrals You Want
  How to Overcome Client Reluctance to Give Referrals
  7 Ways to Increase Your Referrals From Clients Immediately
  Using Incentives to Get Referrals
  Referrals Are a Waste of Time--Introductions Are Gold
  After You Get the Referral
  Why Referrals Are The King of Marketing--Just Not for You
  Referral Sources or Referral Partnerships?

  Communication

  Effective Client Communication
  Trust, Prospects and Communications
  Is Your Follow-up Communication Committing Prospecticide?
  It’s Time to Leave Owellian Selling Behind
  Measuring Your Words--Everything You Say has a Price to be Paid

  Selling and the Sales Process

  Meeting Your Client’s Expectations Isn’t Enough
  Finding Your Niche
  Creating Client Trust,
  Selling as a Profession
  Stop the Busy Work, and Sell
  Handling Rejection
  Do You Need to Fire Your Employer?
  Recognizing Your Biggest Competitor
  Is it Possible to Exceed Your Client’s Expectations?
  Fear, Failure and Choices
  The Myth of Exceeding Client Expectations
  Getting Back on Track
  7 Things You Must do by February 1
  Can It Get Any Stranger?
  Selling in a Weak Economy

  Marketing and Public Relations

  Speak Your Way to Success
  The Underrated Power of the Press Release
  Secrets to Successful Marketing Partnerships
  Moving Beyond Marketing
  Projecting an Expert Image
  The Medium, The Message, and The Financial Planner  
  Three Secrets to a Successful Networking Event
  Financial Services: Just Another Commodity?
  The Death of Personal Marketing
  You Can’t Scream Loud Enough
  The False Promise of Word of Mouth Marketing
  Who Are You Marketing?
  Do Business Breakfast Networking Groups Work?
  Low Cost, High Impact Positioning Sets You Apart From Your Competition
  The Value of Sales Leads:  A Perspective from the Trenches
  And according to . . .
  A Model in Marketing: Obama and the Selling of Hope
  Brand Confusion=Death in the Marketplace
  Netting a Return on Networking

  CRM, SPM and SFA Program Impact on Sales Management and The
  Sales Function
  Redefining Sales Management’s Role is Inevitable
  Salespeople and CRM/SFA Products Don’t Mix
  Is CRM a Failure?
  Will Data Ever be More Than Just Useless Numbers to Sales Managers?
  Are Sales Metrics More than Just Another Way to Harass Salespeople?
  The Waste of Sales Training
  Sales Call Reports--Are They Worth the Hassle?

  MISC

  Fire Your Recruiter and Start Hiring the Best Sales Talent
  A First-time Manager’s Story: A andLesson in Wasted Talent and Money
  20 of the Top Sales Resources on the Web
  How Do You Find the Right Sales Training?
  Economic Stimulus? Don’t Bet On It
  Create a Prospect Rating System to Manage Your Time
  Managing Underperformers to Sales Success
  Moving Sales Out of the Dark Ages
  Goals, Planning and Real Change
  No Cold Calling, Always an Introduction
  Selling Is Your Business--Run It Like a Business
  From Water Cooler to Pipeline|
  What Are Your Front-line Sales Managers Costing You?

 Book Reviews

 TKO Series, by Dave Anderson
  Metaphorically Selling, by Anne Miller
  What Your Customer Wants You to Know: How Everybody Needs to ThinkDifferently About Sales, by Ram
     Charan
  Sales Essentials, by Stephan Schiffman
  High Probability Selling, by Jacques Werth and Nicholas E Ruben
  Managing Sales Leads:  Turning Cold Prospects into Hot Customers, by James Obermayer
  Secrets of Question Based Selling by Thomas A. Freese
  PeopleSavvy for Sales Professionals by Gregory Stebbins, Ed.D.
  The Sales Operator: Insider’s Guide to Successful Selling, by Brian J. Bieler
  The Profit Maximization Paradox: Cracking the Marketing/Sales Alignment Code, by Glen S Petersen