Complete Idiot's Guide to Cold Calling — Bulk Books — Business Books in Bulk — 800-CEO-READ

The Complete Idiot's Guide to Cold Calling

    By Keith Rosen, Mcc Rosen
Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.
If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.
Keith will show you how to:
. Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit.
. Create winning voice mail messages that will ensure more return calls.
. Develop your MVP (Most Valuable Proposition) that separates you from your competition.
. Craft the Compelling Reasons that would motivate a prospect to speak with you.
. Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later."
. Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.
. Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.


NEWS & OPINION: SalesHQ Recommends Their Twenty Favorites

Posted July 22, 2009, 2:23 PM with category of Sales
SalesHQ has posted a list of their 20 Must-Read Sales Books. Like any good list, there is tried and true as well as some less-knowns. Little Red Book of Selling by Jeffrey Gitomer [1] The Game by Neil Strauss Presentation Zen by Garr Reynolds The Complete Idiot’s Guide to Cold Calling by Keith Rosen Sales 2. Read more


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ISBN: 9781592572274

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Publisher Alpha Books
Publish date 08/03/2004
Pages 336
Availability Available
ISBN-10 1592572278
Language English

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