Take the Cold Out of Cold Calling | 
 enlarge | Author: Sam Richter
Publisher: Beaver's Pond Press
Category: Book
List Price: $34.95
Buy New: $22.93
You Save: $12.02 (34%)
New (12) Used (3) from $22.93
Avg. Customer Rating:  14 reviews
Sales Rank: 23539
Media: Paperback
Edition: Pap/Cdr
Number Of Items: 1
Pages: 310
Shipping Weight (lbs): 1.2
Dimensions (in): 8.8 x 7 x 0.9
ISBN: 1592982093
Dewey Decimal Number: 005
EAN: 9781592982097
ASIN: 1592982093
Publication Date: May 1, 2008
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Condition: New!
|
| Similar Items:
|
| Editorial Reviews:
Product Description
Take the Cold Out of Cold Calling is a fascinating journey into the world of information, how to easily find it, and how to apply it to make sure you are offering solutions you know your clients want and need. By practicing the techniques taught in the book, you will make a great first impression during sales calls, you will be sure to sell relevant solutions, and you will provide value and build meaningful and mutually beneficial client relationships. Once you master Warm Call techniques, you win more business, establish deep relationships with clients, and have more fun. In Take the Cold Out of Cold Calling you'll discover practical online research tips, tricks, and tools you can use to find information and make a big-time impression with any prospect, and improve your chances of keeping your margins with existing clients. You'll get step-by-step instructions along with real examples. You'll learn...
- Inside secrets on using the Internet to locate critical business information.
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- it's scary what this amazing search engine can help you find.
- The ''Invisible Web'' Web sites most people and search engines don't know about and can't find.
- How to access premium information resources at no or very low cost.
- The theory of the ''Fourth R'' and value-based ''warm call selling.''
- How to massively increase your credibility with prospects and existing clients.
- How to use the ''Customer Data Aggregator'' and expert ''Warm Call Scripts'' to organize information and make a great first impression. If you are involved in business development, sales, or account management in any way, you've ''cold called.'' Any time you meet with a prospect or existing client without knowing about them, their issues, and how your company is relevant to something they care about, you run the risk of losing credibility and worse, losing the deal.
The top 1% of business development pros and sales people understand the value of information, how to access it, and how to apply it and win. With Take the Cold Out of Cold Calling, you'll get the tools and training you need to join the club. Includes a resource CD.
|
| Customer Reviews: Read 9 more reviews...
This book is magnificent October 31, 2008
1 out of 1 found this review helpful
I work with insurance and investment products. I am relatively new to this industry. My biggest hangup beginning in this industry was that I didn't know what resources were all available to me and how to utilize them. I constantly felt like I was working inefficiently and ineffectively.
Then I fell on this book. In all honesty, I am not sure how one person, Sam Richter, could acquire so much knowledge and insight on so many different online sources.
Simply put: I know how to utilize professional databases that would otherwise cost me $4000 and $5000, and now use them virtually for free (and fully legal). I strategically use online networking sites, and do so very effectively. I search in Google and Yahoo differently than I used now that I know how they are set up. Amongst dozens of other options he presents.
It is set up clearly, has easily summarized chapters, the quicktips are summarized in the back of book and indexed. . . overall it is a fantastic source that I am grateful to have in my arsenal.
Cold Calling at an Entirely New Level October 22, 2008
1 out of 1 found this review helpful
I have been reading sales and prospecting books for 25 years, and this book is in the handful that I have ever recommended to other people that sell for a living. Sam Richter's book describes in specific detail how to use free Internet resources to find out every relevant, timely and sales oriented detail imaginable about every prospect you want to do business with. In your first cold call to that prospect you will know more about the prospect's business problem--and how your product or service can specifically solve that problem--than any other sales person that has ever called that prospect before.
A comprehensive resource guide for every sales professional October 17, 2008
If you are serious about sales then this book belongs in your library. I found the information about LinkedIn especially useful.
Will keep this one for many years! September 28, 2008
I just finished reading, and before I even finished I had success. Will recommend to anyone who wants to increase networking skills and research ability for projects, clients or prospects. This will be a powerful tool for many different levels of education.
It works! September 16, 2008
After conducting an audio interview with the author, I've used his suggestions multiple times. Most recently, it led to me getting called back for a second meeting about what could be a large piece of business. The tactics work!
|
|
|
