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How to Make Hot Cold Calls: Your Calling Card to Personal Success 2 reviews
Steven J. Schwartz
Stoddart, 1997
Hot Calls...Not Cold Sweat
With "How To Make Hot Calls", Steven J. Schwartz has done the near-impossible. He has taken the third most stress-provoking life event (behind public speaking and diapering an infant) and transformed it into one of the most powerful assets I have in my business life. When I was referred to Schwartz's book, I was concerned that I'd be cluttering my bookshelf with another facile, indulgent ...
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Cold Calling for Cowards - How to Turn the Fear of Rejection Into Opportunities, Sales, and Money2 reviews
Jerry Hocutt
Chugwater Publishing, 2007
Highly recommended for anyone serious about sales.
Written by veteran salesman and salesperson-trainer Jerry Hocutt, Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money is a solid guide for sellers of all skill and experience levels to the art of the cold call. Chapters address the myriad types of handshakes and what kind of body language they convey, how to overcome one's reluctance to cold call, the ...
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Take the Cold Out of Cold Calling7 reviews
Sam Richter
Beaver's Pond Press, 2008
A Must read!
When I was in college in the 1980s, I did not have a computer let alone the Internet. I am thinking that today in colleges across the country there are courses entitled, "How to Search the Internet and Get What You Were Looking For." When I was reading this book I had a lot of "aha" moments. Maybe a 22-year-old reading this book would say: Duh, I know this, I learned it in college.
I am pretty ...
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The Complete Idiot's Guide to Cold Calling (The Complete Idiot's Guide)16 reviews
Keith Rosen
Alpha, 2004
With Keith by Your Side, Cold Calling Works!
Despite what some talking heads may say, cold calling works. I've read both the "anti-cold calling" books as well as Mr. Rosen's books, and I can say that the arguments clearly lean in Mr. Rosen's favor. The "never cold call again" groups really address similar stuff that Mr. Rosen does, which leads me to believe that their position is more a matter of savvy marketing, driven to sell books, ...
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Telesales Tips From The Trenches: Secrets of a Street-Smart Salesman91 reviews
Joe Catal
Business By Phone, 2002
Excellent Book
This is a no B.S. book on what it takes to sell by phone.
Whether you're setting appointments or closing the deal by phone it really doesn't matter. This is a hard hitting book.
I like the authors no nonsense approach to selling. They're either a high probability prospect or not.
The book teaches you how to get in and out of calls quickly and find the buyers today. The best on phone sales ...
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PowerPrinciples: Do You Have The Winning Edge?28 reviews
Jeb Blount
Palm Tree Press, 2007
PowerPrinciples word of caution! Read only with a highlighting marker.
Who said it takes a three pound novel to get you what you need? Read Jeb's new book! You will quickly discover this book is not written by a consultant or researcher with book knowledge but by someone that has been there and done it successfully.
The book does away with the fluff and is perfect for busy salespeople and sales managers not interested in wading through a swamp of hard to read ...
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Power Prospecting: Historical Cold Calling Strategies for Modern-Day Sales People8 reviews
Patrick Henry Hansen
Brave Publishing, 2005
Power Prospecting
Prospecting has always been a huge part of my sales job and I always try to find ways to improve. Frankly, this book has been amazingly helpful. Since reading this book, I have reevaluated how I approach cold calling. This book outlines a clear strategy for developing a powerful opening statement, provides a library of questions to choose from while conducting a buyer/seller conversation, and ...
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The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone14 reviews
Mike Brooks
Sales Gravy Press, 2008
Mandatory Reading For Inside Sales Reps
About six months ago our company hired Mike to come in and train our Inside Sales team and help with our cold calling scripts. We had a difficult time finding someone like Mike who truly understands cold calling and the unique challenges associated with it. When Mike came in to meet with us we immediately knew that Mike "got it". Our sales team is seeing great results because of implementing many ...
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Selling to Big Companies50 reviews
Jill Konrath
Kaplan Business, 2005
The new sales...where ethics meet success!
I bought this book at the same time as I bought "Bag the Elephant" by Steve Kaplan. (Do not waste your money on that one!) "Elephant" is full of the old tired sales techniques that we have grown to detest, while "Selling to Big Companies" offers a refreshing approach to selling by not selling. Jill Konrath puts you in the mindset of being a peer and a consultant, not a salesperson. In my personal ...
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HANG UP And Start Selling: The 30 Minute Guide to Finding New Customers without Cold Calling2 reviews
Bob Bolen
AuthorHouse, 2006
Finally, a new idea in sales
This book is long overdue. Bob Bolen finally cracked the code and brought sales techniques into the 21st century. His examples are concrete and his step-by-step method is brilliant in its direct, common sense approach.
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No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust 17 reviews
Joanne S. Black
Business Plus, 2007
How to use your sales time more effectively through referral selling
If you have ever sold for a living, even for a short time, you probably have had to make cold calls. There are lots of books, methods, and programs to help salespeople make cold calling more of a methodical process than the severe emotional challenge many people find it to be. While I never found making the cold calls particularly painful, I did find them a horrible waste of time. However, ...
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Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy15 reviews
George Walther
Kaplan Business, 2005
BEST BOOK FOR ANY PROFESSIONAL SALES PERSON- INCREASE YOUR SELLING PROFITS
If you are looking for a book that would help you increase your knowledge in making calls, I highly recommended it. This is one book that I would use over and over. Filled with great ideas that other authors have not covered. This author knows his stuff. This book will be a source for your sales profit.
Recommended highly. One of the best book on cold call and selling techniques. Get it ...
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The Cold Calling1 review
Will Kingdom
Transworld Publishers, 1998
Great mystical mystery
Like all of Phil Rickman's books ( writing here as Will Kingdom) this book had me up reading all night.Set on the Welsh Borders, it is very atmospheric and also full of suspense. Highly reccomended.
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42 Rules of Cold Calling Executives: A Practical Guide for Telesales, Telemarketing, Direct Marketing and ...1 review
Mari Anne Vanella
Super Star Press, 2008
42 Rules of Cold Calling Executives
The 42 Rules of Cold Calling Executives is one of the most practical books I have read on the subject. As a global sales enablement program manager, I am responsible for designing and developing the sales enablement strategy and content for the software sales organization in one of the largest technology companies in the world, and I recommend this book as the cornerstone of onboarding programs ...
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Power Prospecting : Cold Calling Strategies For Modern Day Sales People - Build a B2B Pipeline. ...2 reviews
Patrick Henry Hansen
Brave Publishing, 2006
Amazing...if only I had this 20 years ago!
This book is absolutely a "must" read for any sales professional or manager. Whether you want to improve your own results or those of your team or company. This book gives a path to Prospecting Nirvana. It is simple, yet very powerful and is brutally honest about why Prospecting is such a hige problem in the sales profession. With this book in hand a rookie or a veteran can see dramatic results. ...
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Cold Calling Techniques 58 reviews
Stephan Schiffman
Adams Media Corporation, 1988
Must read for all salesman
Cold Calling Techniques: (That Really Work!) is not just for tele-marketers. It is a must read for all salesman. Setting an appointment is the basic skill for success for any salesman. This book breaks down the process in easy to understand chapters that can be read in a single seating. At the end of each chapter is an action item or to do. By the end of the book you have a customized plan that ...
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Getting Through: Cold Calling Techniques To Get Your Foot In The Door10 reviews
Stephan Schiffman
Simon & Schuster Audio, 1993
Full Of Strategies, Tactics and Techniques
This is a terrific CD program which is narrated by Schiffman himself. This is of benefit because you can hear the techniques demonstrated by a skilled master of the art of telephone cold calling.
The beginning of the program is spent setting up the context of the different strategies which could be employed to generate activity and first appointments.
In addition, the listener is ...
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I'd Rather Have a Root Canal Than Do Cold Calling23 reviews
Shawn A Greene
Success Works Pub, 1999
What an amazing book!
I've looked at several book on telemarketing. This book is by the far the most pratical and enjoyable I've read- simply outstanding for those that are new to telemarketing, or that have undertaken it without enough success or confidence. It provides you with very practical, specific and easily-applied advice across the entire range of possible interactions. Moreover, it provides two or three ...
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Cold Calling for Women: Opening Doors & Closing Sales11 reviews
Wendy Weiss
DFD Publications, 2000
She's Got the Process Down Cold!
Cold Calling for Women is one of the most helpful books I've ever read. It starts well before the tactics of picking up the phone to include the important strategies of identifying your market, targeting the right prospects, and positioning your product or service for maximum appeal. That said, it is also extremely specific in terms of tips and techniques for handling each stage of the cold ...
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Never Cold Call Again: Achieve Sales Greatness Without Cold Calling52 reviews
Frank J. Rumbauskas Jr.
Wiley, 2006
Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
This is a MUST have book for anyone in affiliate marketing or managing a sales team. Small busienss owners - listen up ... read this book NOW! Unless you are achieving all the conversions and prospects you need - you will learn heaps from this book. I want all my affiliates to read and understand these principles.
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