Whether a keynote, a breakout session, a workshop or a panel discussion, Paul McCord will lend insight, innovative and creative training, and a lively presence to your organization’s, company’s or association’s meeting, training session or conference.
Tired of "light your fire" presentations that fade within the week? Paul McCord, the leading authority on referral selling, prospecting, and personal marketing will not only show your team new and dynamic ways to increase sales and profitability, but he’ll inspire them to ACTUALLY implement them.
Author of the Amazon and Barnes and Noble best-selling book, selected for the prestigious Forbes Book Club, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007), which is quickly becoming the recognized authoritative work on referral selling. His second book, SuperStar Selling: 12 Keys to Becoming a Sales SuperStar (Morgan James Publishing), will be released in February of 2008. Paul’s prospecting, marketing, branding, and leadership insights have changed the lives of thousands of salespeople, managers and executives by teaching them how to increase their sales and establish long-term, productive relationships with clients and customers.
As a recognized thought leader in the areas of sales and sales management, Paul has been selected for inclusion in The Society of Industry Leaders, a society sponsored by Standard and Poor's to bring together thought leaders from all industries to further American business development, and named as one of the 101 Top Sales Trainers in the country.
A Few Popular Presentations:
MisMatch: Why Your Marketing Doesn’t Connect With Your Prospects
Buyer behavior has changed. Buyers, both individual and business, no longer need and a growing number no longer want to work with salespeople. There was a time not too long ago when buyers needed salespeople. They needed salespeople for information, for guidance, and to execute the sale. No longer.
With the proliferation of experts giving their opinions about everything from financial issues, to complex business problems, to the most intimate of personal and social topics in readily accessible media such as magazines, the internet, TV, and radio, consumers have more than enough information to make well informed decisions without consulting a salesperson—even for the most complex issues. And more and more companies are making easier and easier for these buyers to execute their purchase without having to deal with a salesperson.
Sales as we’ve know it is changing rapidly. Unfortunately, most salespeople don’t recognize it. They’re still out marketing their goods and services the same way they always have—only with poorer and poorer results. The problem isn’t with their effort or their commitment to their job. They are actually spending more time marketing than ever before. The problem is that they are dinosaurs. Salespeople and their marketing methods are dead.
In the new sales environment, to be successful, salespeople must learn to establish themselves as experts in their prospect’s mind. People don’t want to be sold, they want information and they don’t trust the information given by salespeople. They do, however, trust information from an expert.
This presentation challenges salespeople to recognize the foundational changes occurring in their profession and addresses the solution—how to become recognized as an expert in their field.
Mining the Gold in Your Client Base: The Secret of the Sales Superstars
Referrals are the most dynamic, efficient, and cost effective form of prospecting there is. Yet, few salespeople or professionals get many high quality referrals because they have never been taught how to sell by referral.
This presentation, based on the best-selling book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals, shows a proven method to generate a huge volume of high quality referrals. The system is the same one used by dozens of million dollar a year income mega-producers to create their huge sales.
I destroy the referral myths that keep people from selling by referral and show them exactly how they too can double, triple, or even quadruple their sales by simply generating referrals from their existing clients.
Master or Slave? Attitude, Failure and Success
Salespeople fail because they expect to fail. Scientific studies have shown that people fail at activities, including sales, because of self-defeating behavior than for all other reasons combined.
This motivation presentation addresses the very real obstacles salespeople throw in their path that guarantee failure and how to not only remove the obstacles, but to change the negative behavior to life changing positive behavior that leads to undreamt success.
Motivation may make people feel good, but real solutions changes lives, careers, and companies.
Paul works with groups of any size, from 5 to 5,000 and travels throughout North America, as well as internationally from Africa, to Europe, to Asia, and anywhere in between.
Don’t settle for the same old feel good information packaged in a slightly different format—bring real change, real innovation, and real training and motivation to your next event.
One Day Seminars: Out of town: $7,500 plus expenses Local: $5,000 Local 1/2 day seminar: $3,500
Two Day Seminars: Out of town: $11,250 plus expenses Local: $7,500 (San Antonio and Austin plus hotel, gas and meals)
Three Day Seminars: Out of town: $15,000 plus expenses Local: $10,000 (San Antonio and Austin plus hotel, gas and meals)
Company Sales Meetings 30 minutes: Tele-meeting $500 Local: $750
Nonprofit on limited budget? Inquire anyway. Paul will do several nonprofit speeches a year at reduced or no cost depending on his schedule.
Terms: 1/2 engagement fee due upon contract signing, remainder due immediately upon completion of assignment. Expenses due upon presentation of expense report and supporting receipts. Cancelations refunded at 3/4% of upfront fee if prior to 45 days, 1/2% if between 45-31 days, 0% if cancelation is 30 days or less to event.
* Paul has an innovative payment program for public companies. In many instances Paul will accept up to half his fee from public corporate clients in the form of company stock.
Some Recent Speaking Topics have Included:
MisMatch! Why Your Marketing Doesn’t Connect With Your Prospects
Mining the Gold in Your Client Base: The Secret of the Sales Superstars
Challenging Leadership: Integrating the Three Types of Leadership in Your Organization
Master or Slave? Attitude, Failure and Success
Bust Your Slump! And Ignite Sales Within 30 Days
Crisis Turned Opportunity: Growing Your Company in a Slowing Economy
Get That Barcode Off Your Forehead: Selling in a Commoditized World
Standing on Shoulders--Building Marketing Partnerships
Some Recent Presentations:
Microsoft Business 21 Publishing Advanced Automation, Inc. Houston Executive Roundtable National Association of Insurance and Financial Advisors Women’s Council of Realtors Houston Association of Realtors Dayton CEO Association National City Mortgage Women’s Council of Realtors (workshop) Houston Mortgage Brokers Association
Some Upcoming Presentations:
NECCI Consulting; Lagos, Nigeria (2 day seminar/workshop) National Association of Insurance and Financial Advisors New York Sales and Marketing Leaders National Association of Insurance and Financial Advisors, Bryan/College Station National Association of Health Underwriters Sage Financial
