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Are You Ready to Make More Money?
Are you serious about your sales career? Do you find that you’ve reached a plateau or that
you just don’t seem to be getting where you want to be? Do you find yourself confused
about what you should be working on? Are you unorganized? Unable to develop specific,
reachable and profitable goals? Are you in need of in-depth counseling and direction? Do
you need direction and discipline? Do you need immediate help in breaking down sales
and prospecting situations? Do you know where you want to go but don’t really know how to
get there? Do you know you need a detailed, workable plan but just don’t know how to
create and implement it?
The questions above reflect over 75% of all salespeople. They are serious. They want to
succeed. They know where they want to go, they just don’t know exactly how to get there.
They are willing to put in the time and effort to succeed, they just don’t know where to spend
their time or how to get organized and trained to get where they want to go.
In addition, they are frustrated because they aren’t getting what they need from their
company or their manager.
What they need is a coach. Someone who can give direction, discipline when needed,
encouragement and training. They need someone who is in their corner, looking to help
them build their career and their future, not the company’s future. They need someone who
has been there and knows how to get to the top.
Do You Need a Coach?
If you find yourself with the above problems and issues, and that covers more then 75% of
all salespeople, then you are a prime candidate for a coach.
A coach can take you from where you are and help you create a successful, profitable,
rewarding career. A coach can help you move from sales to management. A coach can
help you work out your goals and reach them.
The keys to a successful relationship with a coach are:
- You must be fully committed to the success of your career
- You must be open to suggestion, discussion, criticism, and growth
- You must be willing to work--and work hard
- You and your coach must “click”
What a Coach Can Do
- A coach can help you develop the tools and skills needed to succeed in sales
- A coach can help give you direction and develop a detailed business plan
- A coach can help you implement and work your plan
- A coach can give wisdom, insight and suggestions from years of experience
- A coach can give discipline
- A coach can give organization
- A coach can give in-depth, personalized training
- A coach can give encouragement
- A coach can be a sounding board
- A coach will help you increase your sales and your income
- A coach can help you plan your career moves and advancements
- A coach can sometimes run interference for you
What a Coach Cannot Do
A coach can help you get where you want to go, but a coach cannot:
- A coach cannot force you to succeed
- A coach cannot motivate you if you don’t want to be motivated
- A coach cannot give you the desire to succeed
- A coach cannot make you like your job
- A coach cannot save your job if you don’t perform
- A coach cannot make you perform
Why Hire Me?
There are hundreds of coaches in the marketplace. So, why hire me?
First: I’ve been where you are. Just like you, I’ve had to fight the demons of the business of
selling. During my sales career I’ve sold cabinets and millwork to home and apartment
builders; I’ve wholesaled investments to NASD firms; I’ve sold residential and commercial
mortgages; I’ve sold advertising for a medical publication. I’ve had my successes and
failures. I’ve struggled and I’ve made a ton of money. I’ve had to learn; I’ve had to seek out
training on my own; I’ve had to find solutions because the company and my manager
weren’t there for me.
Second: I’ve managed where you are. I’ve managed sales forces that wholesaled
investments to NASD firms throughout the country; I’ve owned and managed a successful
mortgage company; I’ve owned and managed a successful publication; and I’ve managed
sales trainers and consultants. I’ve managed salespeople just like yourself. I understand
your management’s point of view.
Third: I’ve failed, just like you. Like every active salesperson, I’ve failed more than I’ve
succeeded. I’ve heard the word “no” far more often than the word “yes”. I’ve had the same
depression, the same frustration, the same hopelessness that every salesperson has had.
I’ve worked my butt off on a prospect, just to see them go with a competitor. I’ve done a
heck of a great job on an account just to have my company screw it up. And I’ve screwed up
sales because I allowed myself to get distracted. I’ve done it all at one time or another.
Fourth: I’ve succeeded. I’ve had enormous successes. I’ve closed the biggest deals in my
company’s history; I’ve outsold everyone else; I’ve had regions and national sales teams
that have set records; I’ve developed creative solutions to problems that my company has
struggled with forever; I’ve found ways to succeed when it looked like the only thing that
could possibly happen was failure.
In other words, I’ve been where you’ve been, done what you’ve done and know your
problems, issues and heartache. And I’ve been where you want to be and know the great
joy of being there. I’m not some young hotshot who happens to have had a couple of great
years in sales and decided that he knew it all and would become a coach.
I’ve paid my dues and I know what I’m talking about. I’m not an overnight success that is
going to share my great wisdom gained from my whole two year in sales. I’ve been there for
over 25 years. In several different industries. Both as salesperson and manager, and then
finally as owner. And I’m still there--I’m still the primary salesperson in my company. I work
the trenches everyday--just like you.
My Philosophy
When selecting a coach you need to know the coach’s philosophy. You are investing in your
future. You’re going to pay a fairly sizable amount of money to someone who is going to
have a tremendous influence on your career--and your life. You better know what that
person’s philosophy is before you invest your dollars.
My sales and business philosophy can be summarized with six points:
One: No one can motivate you except yourself. I can help motivate you, but you are the only
one who can decide if you are open to being motivated.
Two: You cannot get anywhere without a detailed plan. If you don’t set out concrete,
measurable goals and objectives and know exactly how you are going to reach those goals
and objectives, you’ll never get much further than you are currently.
Three: You cannot get anywhere on your own. Sales is a lonely business. Most often, sales
calls are one-on-one situations. So, the rejection is taken personally, just as the joy of a sale
is taken personally. The fear of rejection, the elation of success and everything in between
is most often experienced in isolation from our supporters, friends, colleagues and family.
Worse, once the we’ve heard the “no,” or even the “yes,” others really aren’t too interested
in hearing about it. Yet, we need someone who is on our side to participate in the joy--or
hurt--of our careers. We all need a partner in our business. And, to a certain extent, that’s
what a coach is.
Four: We all need discipline to keep us on track. A coach is not the salesperson in the next
cubical who pats us on the back and says “good job,” and then goes back to work. A coach
not only gives the high five’s for a good job, but meets out the discipline when needed. A
coach isn’t’ the good guy all the time--sometimes the circumstances call of the bad guy to
come out and enforce the rules.
Five: It is a partnership: Both parties have distinct responsibilities in the coaching
partnership. Your responsibilities include honesty; effort; dedication; commitment; and
desire. My responsibilities are honesty; well thought out direction; seeking your best
interests; and, at times, bluntness.
Six: I’m not here to help you along some mystical road to self-discovery. My job is to help
you create and implement the plans, methods, skills and focus to reach your career
potential. If you’re looking for a den mother to help you find yourself or to sympathize with
failure, that isn’t me. If you want to learn how to significantly increase your income, your
sales, and your career, let’s talk.
If you are serious about your career, if you want a coach who will accept the responsibility of
understanding where you are and where you want to go, if you want to make more money
and enjoy your career more, and if you want a coach who knows the landscape and how to
negotiate it--and has the scars to prove it, then we need to talk.
Am I a “Certified” Coach?
You may have noticed that there are coaches that have coaching “certifications.” I, like
most of the top sales coaches, am not certified.
Why?
Certification is bogus. There isn’t a coaching certification organization in existence. There
are companies that sell certification. You pay a fee to learn their process. Do you have to
have been in sales in order to become a “certified” sales coach? No. You simply have to
pay your money. Certification is, in other words, useless. It is a way to try to give credibility
to those without credibility--and to make money for the company that offers the certification.
Does this mean that all “certified” coaches are bad? Of course not. It simply means that
you have to evaluate the coach based on what they know and how they can help you whether
or not they are certified. Ignore the certification and evaluate the coach. And when looking
at their certification, remember what it really means--they paid a few thousand dollars to get
the “certification.” It doesn’t mean they know what they are doing.
My background is the same as yours--sales. If you look a the top trainers in the industry,
none are certified, but all come from the trenches of sales. We don’t operate on theory as
the “certified” trainer does, we operate from the real world of selling. We don’t have to rely
on some script of “ask this and then say this,” we rely on knowing what selling is about
because we have done what you are doing.
Yes, it Costs Money
Unfortunately, hiring a top coach isn’t inexpensive. But consider the return on your
investment. Depending on the contract you select, my coaching services and your payment
arrangements, my fees range from $350 to $750 US per month. In the great scheme of
coaching services, my fees are moderate and more than reasonable. The question isn’t can
you afford it.
The question is what is your success worth?
My fee is typically what? One or two additional sales per month?
A cheap price to move your career from where it is, to where it should be.
Fee Schedule:
- Single month contract $750 US
One one-hour telephone conference each week for four weeks. Unlimited
e-mail support.
- Quarterly contract: $500 per month: $1,350 if paid lump-sum
Initial one-hour telephone conference first week and then either two thirty
minute calls or one one-hour call each week thereafter. Unlimited e-mail
support.
Contract Paid Monthly $500 now and 2 payments of $500
Contract Paid in Full
- 6 month contract: $450 per month: $2,430 if paid lump-sum
Initial one-hour telephone conference first week and then either two thirty
minute calls or one one-hour call each week thereafter. Unlimited e-mail
support.
Contract Paid Monthly $450 now and 5 payments of $450
Contract Paid in Full
- Annual contract: $400 per month: $4,300 if paid in lump-sum
Two one-hour teleconferences first week and then one one-hour call each
week thereafter. Unlimited e-mail support and one additional hour of
unscheduled phone conference each month.
Contract Paid Monthly $400 now and 11 payments of $400
Contract Paid in Full
- Hourly consultation (no contract) $250 per hour
We Accept Credit Cards, E-check or PayPal
Group Coaching: Need coaching for a team or more than one salesperson? Let’s talk.
Email me a pmccord@mccordandassociates.com
What Now?
The ball is in your court. If you want to seriously examine your career and its potential in light
of a top notch coach, either give me a call at 281-216-6845 or e-mail me at
pmccord@mccordandassociates.com. Can you afford not to?
What are People Saying About Paul’s Coaching?
Bobby Kirby, insurance sales, Phoenix, AZ:
“I want to thank you for the change you’ve made in my business in only 60 days. This
is the best money I’ve invested in my career. I was skeptical at first since I’d had
a bad experience with “coaching” before. As a matter of fact, my wife was totally
against trying it again. I just can’t thank you enough.”
Carol Anderson, Realtor, Miami, FL:
“Paul, you were my last hope as a Realtor. I’ve been in real estate for over two years
and did everything my company told me and nothing worked. You’ve made me a real
Realtor--I’m actually making a living at this! I’m shooting to be on the podium this
Winter at our awards banquet for my production and I honestly think I’m going to make
it. Want to stand up on stage with me and share the award?”
Robert Hynes, UBS, Boston, MA:
“This is really powerful material. I’ve found your techniques and strategies are making
a difference in more than just my career. I’m looking forward to learning more as we
go along.”
LaShanda Johnson, mortgage broker, San Diego, CA:
“I wish I had known about you long ago. My sales have doubled in less than 3 months
and I certainly expect them to double again within the next 4 or 5 months. I’m
changing my quarterly contact to the annual contract as of today.”
Jacques Jourdan, Business Banker, Chase Bank, Long Island, NY
“From middle of the pack to #1 Chase business banker on Long Island in just three months,
need I say more?”
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