Red-Hot Cold Call Selling
Red-Hot Cold Call Selling

Author: Paul S. Goldner

Publisher: AMACOM

Published: 2006-07-06

Total Pages: 226

ISBN-13: 081442953X

DOWNLOAD EBOOK

This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can: define and target your ideal market -- and stop squandering time, energy, and money on unfocused prospecting develop a personalized script utilizing all the elements of a successful cold call get valuable information from assistants -- and then get past them view voice mail not as a frustrating barrier, but as a unique opportunity Red-Hot Cold Call Selling includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.

Red-Hot Selling
Red-Hot Selling

Author: Paul S. GOLDNER

Publisher: AMACOM Div American Mgmt Assn

Published: 2010-06-30

Total Pages: 238

ISBN-13: 0814410286

DOWNLOAD EBOOK

No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to: Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more Red-Hot Selling also includes the author’s powerful three-tiered planning process, proprietary tools including the Meeting Management WorksheetTM, and the best closing techniques in the business—plus can’t-miss secrets for distinguishing your product or service in a competitive market. Selling may be tough, but it’s not complicated. With this one-of-a-kind guide, you can streamline your job, kick-start your career, and send your earnings sky-high!

Never Cold Call Again
Never Cold Call Again

Author: Frank J. Rumbauskas, Jr.

Publisher: John Wiley & Sons

Published: 2010-12-03

Total Pages: 187

ISBN-13: 1118040783

DOWNLOAD EBOOK

"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).

Fanatical Prospecting
Fanatical Prospecting

Author: Jeb Blount

Publisher: John Wiley & Sons

Published: 2015-09-29

Total Pages: 311

ISBN-13: 1119144760

DOWNLOAD EBOOK

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Cold Calling for Women
Cold Calling for Women

Author: Wendy Weiss

Publisher: DFD Publications

Published: 2000

Total Pages: 212

ISBN-13: 9780967126807

DOWNLOAD EBOOK

Eliminate Telephone terror and turn cold call to cash! Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specializing in cold calling and appointment setting.

No More Cold Calling
No More Cold Calling

Author: Joanne S. Black

Publisher: Business Plus

Published: 2007-04-01

Total Pages: 242

ISBN-13: 9780446695381

DOWNLOAD EBOOK

A leading expert on referral selling outlines practical steps for managers on how to generate business productively and profitably, in a guide that outlines a five-step plan for encouraging customer loyalty, making effective presentations, and overcoming key obstacles. Reprint.

Contrary to Popular Belief Cold Calling Does Work! 2
Contrary to Popular Belief Cold Calling Does Work! 2

Author: Barry D. Caponi

Publisher: iUniverse

Published: 2011-05-24

Total Pages: 113

ISBN-13: 1462004997

DOWNLOAD EBOOK

DO YOU STRUGGLE WITH THE FOLLOWING WHEN ATTEMPTING TO SET APPOINTMENTS? Finding the time to make the calls Figuring out how many calls are necessary to hit your goals Staying organized once youve got more than a few pursuits going simultaneously Making your territory and targets warmer over time Incorporating social media concepts and Sales 2.0 methods into your process Making your CRM or other automation work for you instead of against you In Volume I, we addressed the concept of effectiveness as why would one want to make any more appointment-setting calls than necessary. In this book, youll discover that the common challenges listed above, plus many others, are hurting your efficiency, causing you to work longer hours and make less money. After reading this book, youll know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time. Additionally, youll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. Youll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Lets face it: Even referrals say no, theyre just nicer about it. When you understand this, youll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility. This comprehensive, easy-to-understand, easy-to-follow guide to successful appointment-setting is written by Barry Caponi, one of Americas foremost thought leaders on all aspects of the subject. Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing the only appointment-setting methodology that addresses both effectiveness and efficiency. This volume (the second in a two-book set) will help you master the science of setting appointments in less time, with less effortonce and for all.

Contrary to Popular Belief—Cold Calling Does Work!
Contrary to Popular Belief—Cold Calling Does Work!

Author: Barry D. Caponi

Publisher: iUniverse

Published: 2011-06-03

Total Pages: 110

ISBN-13: 1462002234

DOWNLOAD EBOOK

DO YOU DO THE FOLLOWING WHEN ATTEMPTING TO SET APPOINTMENTS? Ask, How are you today? or, Do you have time to talk? to begin a call Continually modify your value proposition thinking that the perfect one will stop the nos Never leave voice mails because you think theyre a waste of time Use tricks to get gatekeepers to put you through Believe the target is being truthful when they tell you why they dont want to meet Attempt to counter their first conditioned knee jerk response with logic,/p> After reading this book, youll discover that these common mistakes, plus many others, are hurting your effectiveness, causing you to work harder and make less money. Youll also know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time. Additionally, youll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. Youll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Lets face it: Even referrals say no, theyre just nicer about it. When you understand this, youll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility. This comprehensive, easy-to-understand, easy-to-follow guide to successful appointment-setting is written by Barry Caponi, one of Americas foremost thought leaders on all aspects of the subject. Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing the only appointment-setting methodology that addresses both effectiveness and efficiency. This volume (the first in a two-book set) will help you master the art of setting appointmentswhether they are warm or coldonce and for all.

Managing Sales Leads
Managing Sales Leads

Author: James W. Obermayer

Publisher: Thomson South-Western

Published: 2007

Total Pages: 0

ISBN-13: 9780324205466

DOWNLOAD EBOOK

Are you looking for the solution to an on-going problem with sales leads? Packed with practical insight, MANAGING SALES LEADS: TURNING COLD PROSPECTS INTO HOT CUSTOMERS MANAGING SALES LEADS is a powerful, hands-on reference for every manager, from mid-level sales and marketing manager to senior level corporate executive, for virtually every size of company, as it shows how to get the most out of this crucial corporate investment.