Paul McCord
and Associates
Sales Training -
Coaching - Consulting
- Branding -
Speaking
Best-selling author, speaker, and leading authority
on lead generation and personal marketing, Paul has
been training, coaching and mentoring financial
advisors and salespeople for over 20 years and
managing and consulting with companies for over 15
years.
A Magna Cum Laude graduate of Texas A&M University,
Commerce, Paul spent several years teaching
literature and philosophy at Texas A&M University,
Commerce and Texas Christian University while
pursing postgraduate studies before entering the
business world.
Paul began his sales career selling cabinets and
millwork to apartment and condo builders for an
international millwork manufacturer. After a few
years he moved into the financial services industry,
starting as a securities and insurance broker and
eventually moving into wholesaling investment
products
to NASD broker/dealers. Then for over a decade and a
half he worked as a loan officer and then in various
levels of management in the mortgage industry,
working for both mortgage brokers and mortgage
banks.
His background in both business to business and
business to consumer intangible sales has given Paul
a solid knowledge and understanding of the sales
process and especially the most difficult areas of
lead generation and personal marketing. Over the
years he has developed some unique and highly
successful solutions to some of the most vexing
sales and sales management issues, including those
associated with relationship and consultative sales.
His best-selling first book, Creating a Million
Dollars a Year Sales Income: Sales Success through
Client Referrals (John Wiley and Sons, 2007) is
quickly becoming recognized as the authoritative
work on referral selling. His second book,
SuperStar Selling: 12 Keys to Becoming a Sales
SuperStar, to be released by Morgan James
Publishing in early 2008, leads advisors and
salespeople through the 12 areas of professional
development required to reach the top in sales.
The Mega
Producers: Characteristics of the Sales
Superstars is
based on interviews of 47 million-dollar-a-year income sales superstars from the United
States and Canada.
Each of the
salespeople have grown their business to the
point that they have at least one assistant.
Few of the salespeople interviewed do
business in the same manner as the majority
of the other people in their industry.
Everyone is always interested in
what the top people are doing.
What does it take to
go from being an average or slightly above
average salesperson to a superstar?
Superstars don’t think nor do act like the
average salesperson. Is learning
prospecting and selling techniques and
strategies enough?
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