Book Description
Follow the advice of Stephan Schiffman-America's #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.
This easy-to-follow guide will help you beat today's cold calling obstacles such as voicemail, caller ID, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. Providing online resources, the anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.
Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.
Customer Reviews:
Old Style - Used Car Sales Approach.......2007-07-07
If you want to fit the mold of the old time sales person who can sell ice to eskimos this is your book.
If you want a higher level modern approach that works in complex B2B sales don't buy this book. If your work involves selling to senior level people in corporations or government this book will be of little use to you. It is based on principles which which don't work with the kind of people on which you call.
Try: "Value Forward Selling," "Selling is Dead," and "Same Game, New Rules." Also try the "Advanced Selling" podcast. It's free and state of the art.
Cold Calling Techniques a must read.......2007-06-27
My staff and I are going through this book chapter by chapter every week during the later part of our sales meetings. It is a great way to discuss the age old dilema......"I hate cold calling. This gives the professional salesperson the tools needed to get over the fear, and distaste of making the inital contact whether door to door, or on the phone. I would recomend this book to all salespeople, sales leaders, and or managers. You may not agree with everything written....we don't, but it provides a forum for your team to discuss what they feel will work, might work, or will not work. It's a great read.
This Book Gets A Gold Star.......2007-05-14
Each year I read approx. 25 books. I keep a list on my computer, and those that stand out and provide above average advice get a gold star. This book got such a star.
Schiffman does a great job of working with the reader on the cold calling efforts that are so important to sales professionals. Many people try to discredit cold-calling and looking for ways around it (networking is a very important tool, but only when a compliement to other calling methods!), and this book shines the light on the best practices of picking up the phone and being heard.
Cold Calling Techniques Indeed.......2007-05-07
Stephan Schiffman is a great author. This book is so easy to read and Schiffman gets right down to the point. His techniques really do work and it take the negative connotation out of "cold calling" and gives the caller more confidence. I highly recommend this book.
First Cold Calling Book..........2007-02-06
I haven't read any other cold calling books. As a result, I don't know how this compares with others that you might be looking to buy. I can say, though, that I have just started my first sales job, and I found this book extremely helpful. It started off a little weak with the typical formulas about how many calls lead to how many proposals and sales, but when it got into the mechanics of a cold call, and tips on leaving voicemail, I found a lot of helpful information.
Book Description
Sales call reluctance is the "social disease of the sales profession." The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.
Customer Reviews:
The Psychology of sales call reluctance.......2007-05-07
This is the absolute most worthless book on sales call reluctance I have ever read.
Good Information BUT.......2007-04-11
This is a very good book but it has parts that are in-depth and one can look at in many different ways. You must be willing to read and put into use the information and learn methods to help yourself.
Ridiculous and Insulting.......2006-04-30
I gave this book one star because there is no option for zero stars.
This book is an insult to all sales professionals. The gist of the book is that call reluctance is some type of mental disorder and all salespeople who don't want to cold call have the disorder.
But what really made me want to burn this book is the authors' suggestion that the biggest symptom of this so-called disorder is when salespeople dress very well. Excuse me? I'm sorry but in sales, your appearance counts, and to state that dressing well indicates that a salesperson has a mental disorder is nonsense! Hopkins, Gitomer, and all the great sales authors who have a track record to prove that they walk their talk will tell you to wear great clothes and that your appearance matters.
I'd like to see one of the authors walk into an appointment dressed like a slob, and get the sale.
The sick part of it all is that many sales trainers have sold out and joined the cottage industry of teaching so-called sales reluctance 'cures.' Don't waste your money on this book unless you too want to sell out and preach this garbage and stab your fellow salespeople in the back.
You can sell and self-promote.......2006-03-24
The book is not for the faint-hearted. It is a quality, academic approach to the fears and reasons we have a relunctance to promote ourselves, our business, our product.
The Athena Tech is the best testing instrument around for diagnosing what is going on in our heads to set us up for failure in sales. I give this book to clients. It's great.
Jo Anna Couch
The Corporate Educator
Executive and Business Coach
Dallas, Texas
Has helped me.......2006-03-08
This book is an interesting look at the salesman's psyche. It gives you the opportunity to figure out which of their categories you fit in and a way to fix your weaknesses. I agree that we are naturally drawn to what comes easy for us. It is harder to work on the weaker areas in your personality.
My sales ratio has improved and I think this book has helped.
Book Description
The ultimate sales skill.
Without the right techniques, it's tough to get a warm reception when you're cold calling clients. This perfect source for business people offers advice on how to approach prospective customers with confidence, without fear of rejection, and with enough savvy to keep them on the phone long enough to initiate business deals and increase profits for their companies-and themselves.
Customer Reviews:
The Real Deal Book on Cold Calling.......2007-08-12
I am one of those rare folks who enjoys cold calling but I picked up this book as a companion to Closing the Sale. This is an excellent read that can better you best results or turn around your cold calling (lack of) success. In short, this is the real deal.
With Keith by Your Side, Cold Calling Works!.......2007-08-09
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, rather than anything revolutionary.
With that said, cold calling doesn't work...that is, unless you have a method that provides you with measurable results. And that's precisely what Mr. Rosen's book gives you. The Complete Idiot's Guide to Cold Calling, is one of those essential books that never has a chance to rest on a shelf and collect dust.
In my experience, I was stuck. I had been cold calling for a couple of years and found myself in a telemarketing quandary. Mr. Rosen's book couldn't have come at a better time. He combines a precise, no-nonsense message with words that are easy on the eyes. His book is equal parts practical guide and motivational tool. I particularly appreciated the time he commits to the psychology of selling. The emphasis on process goals (a book he should write next) is a new look at the outcome-driven goals that many of us were taught to follow.
I read Mr. Rosen's book and committed time to completing his exercises and following his techniques. Two weeks later, I scheduled five qualified appointments. Why do I say "qualified"? Before I read his book, I focused on setting up the appointment. I'd meet with prospects, but after all the driving and time spent in an office, often, the only thing I had to show for my effort was a wrinkled shirt that required dry cleaning. Using Mr. Rosen's book as a guide, matters quickly turned around for me. I met with people that were ready to close because I qualified them over the phone. I wish I had his book three years ago. (To think of all the gas I would have saved!)
If you've doubted your skills, needed some fresh ideas, or are new to the cold calling process, buy The Complete Idiot's Guide to Cold Calling. Once you do, you'll soon have a book that has a worn down spine, pages loaded with Post-its, and a cover that refuses to stay shut--just like mine.
Idiot's Guide to Cold Calling Review.......2007-07-28
This is a good book for those who are just beginning their cold calling career. It provides good techniques as well as outlooks on the reasons for cold calling. I would recommend for any novice cold-caller just getting started. However, for those who loathe cold calling, but realize the necessity of it in their business, I would HIGHLY recommend Wendy Weiss's Cold Calling for Women.
complete idiots guide to ccold calling.......2007-05-30
the best cold calling book out there. Really changed how I view about cold calling. I hated it before. Was truly stuck and terrorized by the phone. Very easy to read.
A must read if you set sales appointments over the phone........2006-12-23
As a sales professional with over 20 years of sales experience I've read many books on various sales issues I can say this is one of the best and most useful. I'm always looking for fresh ideas and Keith Rosen has really done a fantastic job in covering all the aspects of cold calling. Compared to all of the other books on cold calling this is the best I've read.
Keith's approach to the call and the to the process itself are completely professional and teaches you how to be respectful to the person on the other end of the phone. If you follow the techniques that Keith outlines you will have better success in securing more quality appointments with more prospects.
Book Description
Regardless of whether you're a seasoned veteran or rookie rep, you'll find ideas you'll use right away. Here's just a small sample of the hundreds of ideas you'll get in this book: how to write call guides and scripts that get results how to quickly qualify-and disqualify-prospects words to avoid that are sure to kill the sale how to build long-term relationships with your customers mistakes to avoid when handling objections, and what to say instead word-for-word voice mail tactics that help you avoid "voice mail jail" strategies for overcoming fear on the phone, and of the phone Plus Much More!
Look at What Other Sales Professionals are Saying About This Book "The ideas in this book are so deceptively simple to use, yet so powerfully effective! We experienced dramatic results, literally overnight." Jim Crawford, Manager Telesales, Molson Breweries
"I was so inspired by your book, I made a list of goals, including how to get my dream house. I'm halfway through the list after only 2 weeks! We're offering the material in your book as a six-week seminar to our telemarketing and telesales reps, and ordered 25 more copies." Carollyn Farrar, Inside Sales Manager, CFI ProServices, Inc.
"I applied techniques the next day from the book that I'm still seeing results from months later." Bob Charendoff, Cybermation, Inc. 84 chapters and hundreds of ideas you'll use right now! Written in Jim's highly entertaining style and format, this book is fun to read and easy to use. Whether you are an inside or outside sales rep, supervisor or manager, this practical and informative book will help you generate more revenue and income, increase the volume and quality of your leads, and help reduce rejection and burnout. Order today!
Customer Reviews:
Profiting By Phone: No Nonsense Skills and Techniques for Se.......2000-07-28
A basic good look at telemarketing. There is nothing though that isn't already known by most telemarketing professionals. Mr. Domanski obviusly has a great deal of experience, but again, nothing earth shattering.
Book Description
Who says telemarketing has to be torture, or that you have to be pushy to succeed with it? This book teaches you how to cold call using a consultative style. Learn how to feel way more comfortable making cold calls and how to prevent the urge to throw the phone out the window. Learn when telemarketing makes sense, and when it doesn't! And discover how to create effective, uncanned scripts. If you need more business, especially if you've tried telemarketing before, this is the book for you.
Customer Reviews:
Help for the Telemarketing Blues!.......2007-02-04
In I'D RATHER HAVE A ROOT CANAL THAN DO COLD CALLING! Shawn Greene captures the dread that most people who don't sell for a living feel about cold calling. They'd rather do just about anything else.
I'D RATHER HAVE A ROOT CANAL THAN DO COLD CALLING outlines a step-by-step method of approaching telemarketing. It is full of encouraging examples and provides tips and techniques to improve your chances of success. The exercises provide a chance to practice the techniques. By the end of I'D RATHER HAVE A ROOT CANAL THAN DO COLD CALLING! confidence improves, you have scripts you can use and a method to track results. The conversational tone and overall supportive attitude is just what a beginner in telemarketing needs!
This is the best, and only, book you'll need on cold calling........2006-08-30
I actually purchased "I'd rather have a root canal than do cold calling!" in April 2005, when I changed jobs and careers. There are many authors who've written books on cold calling, telemarketing, and telesales; I've purchased, and given away, more than twenty. However, no other author I've read provides the essential essence of cold calling as elegantly as Shawn Greene. Shawn's techniques are powerfully sophisticated in their simplicity and effectiveness.
This is an amazing tool - buy it, use it.......2006-06-24
This is a great way to delve into why you're having cold calling reluctance, and a source for dealing with your issues head-on. I am SO glad I bought this book, and worked with the author, Shawn Greene.
Sometimes I say I give a book one star because I can't give it zero stars. With "I'd Rather Have a Root Canal Than Do Cold Calling", I only gave it Five Stars because I can't give it an even higher rating.
This is the real deal!
This book has helped me sell more!.......2006-04-26
One of the most difficult things to do is creating and then delivering an opening statement over the phone, that results in the person you are calling wanting to engage in a meaningful conversation with you. Prior to reading Shawn's book I was using ideas to create opening that didn't feel right, weren't effective and created resistance versus interest in what I had to say. Adopting the ideas in Shawn's book has helped me fill my pipeline with enough qualified prospects to achieve, and often exceed my sales quota.
Fantastic Book.......2006-02-18
This is the right book for those who need to do cold calling for their business.
This fantastic book will make you feel more comfortable and confident making the the cold calls and less the fraustrations one always get when cold calling.
Want to have effective cold call? This is the book for you!
Book Description
How To Sell More, In Less Time, With No Rejection Using Common Sense Telephone Techniques-Volume 2 builds on the ideas and techniques covered in Volume 1 information thousands of sales reps worldwide have used on the phone to get more business, beat call reluctance, and make more money. Regardless of whether you use the phone to set appointments or manage accounts between outside visits, or if you handle ALL of your business by phone, youll get hundreds of profit-building ideas you can use right now. Art Sobczak, veteran salesperson, editor of the international TELEPHONE SELLING REPORT sales tips newsletter, and trainer of thousands of professional sales reps shares time-tested, word-for-word ideas you can use right now to take the pain out using the phone in cold calling, qualifying, managing accounts, negotiating, and selling. Here's just a small sample of the hundreds of ideas you'll get in this book: Voice Mail, Screeners, Getting to Decision Makers Why you shouldnt go above, around, under, or through screeners, and what you should do instead to get them to actually HELP you What to never say on voice mail messages How to get buyers to welcome and expect your next call Word-for-word examples of messages that work When leaving no message is better Words to avoid that are sure to get you labeled as a time-wasting, self-interested "salesperson," meaning youre screened out, brushed off, or left waiting for call backs that never arrive
Building that Professional Telephone "Look" Through Your Voice and Words How to get rid of image-destroying "umms" How to build rapport, credibility, and likeability Listening for key buying words and emotionsknowing when to talk and when to shut up
Interest Creating Opening Statements 13 actions and word-for-word mistakes that ensure failure and resistance, and what to say instead A no-brainer, fill-in-the blanks opening statement template for prospecting calls that gets them interested Case study examples of horrible openings, and great alternatives you can use and/or adapt
Selling With Questions Loads of word-for-word questions that get them thinking about, seeing, and feeling their problems and pains--precisely the situations you can help them with through your benefits Putting them in a frame of mind so they want to hear what you have There are such things as dumb questions in sales. Examples, and how to avoid them How to ask about money
Presenting With Power The not-so-secret, "secret" to great presentations How to position what you say as more credible and believable, instead of sounding like a salesperson Using stories to create irresistible visual images
Getting Commitment and Closing Over 50 word-for-word examples of conversational closing and commitment questions you can use today to get agreement, and sales How to get larger sales just as easily as you would get smaller ones
Self Motivation, Beating Call Reluctance, and Rejection Characteristicsthat you can emulate--of wealthy salespeople Avoiding negative assumptions that are sure to invite failure How to avoid choking under pressure
Dealing Successfully With Objections A painless way to address objections and resistance How to blow away price objections Turning "I want to think about it," into, "I WANT it." How to ensure you dont hear, "We dont need it." Why what youve probably heard before about objections is bogus, and what you should do instead. (For example, "You should love objections," "The selling doesnt start until you hear an objection," "Youll hear three objections before youll get a yes," "Every objection puts you that much closer to a yes." Thats ALL bunk!)
Successfully Following Up By Phone How to end a call to ensure success on the follow-up. How to avoid starting follow-ups with the useless and idiotic statement and question, "I sent you out the material. Didja get it? Any questions?" What you should and shouldnt mail after calls How to set solid phone appointments so theyre ready and waiting for your next call
Case Studies of Actual Calls See actual transcripts from calls submitted by fellow sales reps in the field, or calls received by Art. Youll see what didnt work and why, so you can avoid the same mistakes, and suggested alternatives to get success and agreement. Some of the cases include,
What to say when they "buy it locally" Failed prospecting calls, and why they went down in flamesneedlessly Why ending a call with "Keep us in mind" is asinine, and what to say instead How to position value instead of selling on price How to build relationships with regular customers to keep their loyalty
Prospecting How to get referrals who are eager to speak with you Getting them talking whey they say theyre not interested Why leaving messages on prospecting calls could be a waste of time Over 20 other prospecting pointers to help you get interest, the appointment, and eventually the sale
Even More Stuff to Help You Sell More Why believing that using the phone is "Just a numbers game" will demoralize you and ensure call reluctance The right way to use conference calls to sell to multiple decision makers How to handle prospects who "Need information sent right now!", and determining if theyre for real, or just yanking your chain How to keep customers after that first sale Positioning yourself as the "least risk vendor" instead of the higher-priced vendor Telesales lessons from the O.J. trial
Brief Teletips Over 130 brief, to-the-point tips you can use right now. Any ONE of these could pay for the book on your very next phone call, or help you avoid a mistake that could cost you more than the price of the book! Some examples:
How to respond to the "Send literature" request Eliminating telephone tag What to say to the prospect who perpetually strings you along Showing them how a lower price might actually be more expensive Why they dont care about your products or services, and what they do care about which decides whether or not theyll buy
Customer Reviews:
Wish i'd written this book because.......2007-06-25
My apologies, i must have been reading a different book. I wish i had written this book because i'm no expert and i feel i could probably have written it. Please don't take that the wrong way, i think you only need to get one great idea for you to get value out of a book and i'm sure there are lots of those in here.
persuasive and profitable telephone communications.......2003-08-31
This book has some sensible advice and workable techniques for persausive and profitable telephone communications that you can use right away, regardless of your industry, particulary if you rely on cold-calling to get that appointment. The sections that I've found helpful include developing a selling telephone image, how to avoid language that sounds "salesly" or threatening, leaving voicemail messages that have impact, how to deal with screeners to get to the correct decision-makers. Even better are the templates that you fill in, depending upon your product or service, to stimulate interest at the beginning of your call, using a recommended menu of words and phrases (this was invalable for me). Other sections I have dog-eared include setting appointments over the phone, handling follow-up calls, dealing with different objections, and some great closing ideas. A great investment.
persausive and profitable telephone communications.......2003-08-31
This book has some sensible advice and workable techniques for persausive and profitable telephone communications that you can use right away, regardless of your industry, particulary if you rely on cold-calling to get that appointment. The sections that I've found helpful include developing a selling telephone image, how to avoid language that sounds "salesly" or threatening, leaving voicemail messages that have impact, how to deal with screeners to get to the correct decision-makers. Even better are the templates that you fill in, depending upon your product or service, to stimulate interest at the beginning of your call, using a recommended menu of words and phrases (this was invalable for me). Other sections I have dog-eared include setting appointments over the phone, handling follow-up calls, dealing with different objections, and some great closing ideas. A great investment.
To sell or not to sell that is the question!.......2002-03-20
I read alot of books and in right now my current interest is in sales. This book teaches you one thing - sell by questioning and then providing the solution! It is that simple to sell really!
After reading it I gave copies of the book to all our salespeople and results are improving...
How To Sell More In Less Time With No Rejection, Volume 2.......2001-12-25
I've read over 500 books on selling, persuasion, and influence. This is the best book on telesales that I've ever read. It's in my top 5 sales books of all time.
Initially I thought the book was expensive..., but after I read it, I realized it's worth 50 times what I paid for it!
Book Description
In this massive 300+ page resource, you have the step-by-step guidelines for starting (or repositioning) and running a successful telephone sales operation. This is a complete how-to guide for managers, giving you proven, field-tested strategic and tactical information you will use to avoid costly mistakes, and run your telephone sales operation like a well-oiled, money making machine. Starting and running a telephone sales department--the right way--is much more than sticking a few low paid part timers in an unused corner of the office, throwing some leads at them, and saying, "Go make some calls." And it's a completely different animal than running and managing an outside sales operation. Just ask the thousands of companies and managers who failed in the process. In this 300+page, 8 1/2 x 11 paperback book, you will get the benefit of Lee Van Vechten's 30+ years in telephone sales management and consulting. He has consulted with over 200 companies, and started up over 25 successful inside sales operations. To buy Lee's time to get the same information he shares with you in this book would require an investment of thousands of dollars. In this massive resource, you have the step-by-step guidelines for starting (or repositioning) and running a successful telephone sales operation. This is a complete how-to guide for managers, giving you proven, field-tested strategic and tactical information (including actual job descriptions, salary guidelines, budgeting formulas, job interview questions) you will use to avoid costly mistakes, and run your telephone sales operation like a well-oiled, money making machine. Not Theory; Specific, Detailed Information You Can Use This is not a book about the theory of telephone sales written by some academic type who has never set foot in a telephone sales department or gotten a phone slammed in his ear on a cold call. It's meat, pure and simple. Battle tested stuff you can use. You'll get specifics for, * Knowing what types of calling missions work with telephone sales, and what is sure to guarantee headaches and failure * Step-by-step guidelines, ads, forms, job descriptions, and interview questions for recruiting, interviewing, hiring, and training inside sales reps * How to compensate and motivate to minimize turnover and maximize morale and productivity, and, knowing when and how to cut your losses * Specifics on hands-on day-to-day management and training of sales reps * Preventing conflict with outside sales department, and other sales channels Starting Up a New Department * Seven reasons telephone sales departments fail, and how to avoid these traps * Should you start with one, two, three, or more reps? See results of companies that have tried them all. * How you should physically set up your environment for maximum productivity. Offices vs. cubicles? Where should you be in proximity to other departments? Get all the answers. * Seven reasons telephone sales departments fail, and how to avoid these traps Hiring Telephone Reps * Should you hire product knowledge, or sales skills? See the answer, and why. * How to create a Job Description for your reps * Recruitment Ads: examples, where to place them * How to read resumes, warning signs to be aware of * How to conduct interviews * Employment agreements and forms * When to cut your losses * Specifics on how to measure performance, and how to do performance appraisals Management * Word-for-word example of an actual Territory Management Plan you can model * How to smoothly integrate your department into the overall operation without conflict * How to budget. Specific numbers and formulas * Compensating and Motivating Telephone Sales Reps, Supervisors, and You as Manager * Negative and positive motivators; what works and what doesn't * How to set up a comp plan based on margins, or actual sales dollars * Selling your comp plans to upper-level management so they enthusiastically accept it * A "values survey" you can give to your reps to determine what motivates them * Should you post individual sales results for everyone to see? You'll find out the best ways. Training * At what point do you put someone on the phone during initial training? You might be surprised. * Monitoring calls: the amount of time, percentage-wise you should do it. And you'll learn whether you should do it silently and remotely, or side-by-side with reps * Example of an actual training manual
Regardless of whether you're a veteran telephone sales manager, or just looking to start up an inside sales department, you'll have the benefit of Lee VanVechten's 37+ years of experience in telemarketing sales, management, and consulting. Businesses gladly pay thousands of dollars to hire Lee personally for his expertise, and it makes them hundreds of thousands, and in many cases, millions of dollars.
Customer Reviews:
Best Practices for an inside sales department.......2001-02-26
I thought the potential reader would be interested in where the content for the guide came from. Simple... readers and organizations like yours. All of the concepts are fully tested and I truly don't know of anyone else who took this approach. And, although I come to the table with bias... I think you who have helped with the work deserve five stars.
Successful Sales Managers Guide to Telephone Sales.......2001-02-07
This book is must for any Inside Sales Manager. The information and guidelines in this book helped me to start a new Inside Sales Department with a large manufacturing company. It made it possible to grow $20 million in mature existing business by 15% in just 18 months. Quite a return for such a small investment. Lee Van Vechten provides direction for a telephone sales manager in all areas as it relates to starting and managing an Inside Sales Department. It is simply stated a step by step guide to success regardless of your level of experience. This book has became my "bible"!!!
John Kirk Senco Products, Inc.
Successful Sales Mangers Guide to Telephone Sales.......2001-02-06
This book is a must for anyone starting and/or managing a telephone sales call center. It gives you every piece of advice that is necessary to succeed. The information in this book was key to the success that I have had starting and operating an Inside Sales Department for a large manufacturer. Following the guidelines and information in this book I was able to take $30 million dollars worth of existing mature business and grow it by 15% during the first 18 months. In my opinion this book should be the bible for any telephone sales manager...it's value is priceless!!! Mr. Van Vechten is certainly an expert in his field.
John Kirk SENCO Products, Inc.
Pro-active, outbound, b-to-b telephone sales from A to Z.......2001-02-06
After 23 years of selling over the phone, from computer systems software to specialty surgical instruments, I have finally found a guide that covers all the bases for pro-active, outbound telesales. The author's narrative is concise, easy to read, and has practical easy to follow applications for his methodology. What is astonishing is his thorough understanding of selling over the phone, this is not a customization of field sales adapted for telephone sales.
Do It Right The First Time.......2001-02-06
When our company decided to implement telemarketing into the mix, the managment team basically thought it would be a no brainer. Pick up the phone, offer your product, and instantly increase sales. Were we ever wrong. After numerous employees revolving through the door, customer relations going sour from badly trained help, and thousands of dollars later, we regrouped and looked for help! This is such a practical guide with a very simple message; "do it and it will work". Our turn-over has decreased tremedously by following the hiring,training,and compensation advice. Customer survey's have risen 7 positive points in our favor and the bottom line.... sales are up 35% in the 1st quarter! Every business can profitably benefit from telemarketing and I highly recommend this book so you can make sound and proven business decisions that can impact your profit margin almost immediatley.
Book Description
This book shows you everything you need to know to run morale-enhancing, sales-boosting, turnover-reducing contests. Plus you get 79 actual, tested and proven sales contests explained in detail you can run immediately! You'll learn, Why and how to keep contests simple How long contests should and shouldn't last What to avoid that's sure to demotivate reps How to keep contests fresh How to keep production, and interest, high at all times How to set goals, who should and shouldn't win What to use and not use for prizes, why money isn't the best choice
Look at What Others Said After Using These Contests!
"It's must reading for managers who want to create fresh challenges for their reps and increase sales." John Harris, Fidelity Investments
"It's a great addition to our office!" Claudia Wallace, Southwestern Bell
"I recommend this book to anyone, who, like me, doesn't have the time to be creative." Dawn Mathern, Great Plains Software
Book Description
Whatever good or service you're selling, five likely customers are worth a hundred random names. No one can help you find new business by finding those five -- or five hundred, or fifty thousand -- best-qualified customers better than Bill Good.
For over a decade, Bill Good's guide to increasing new business by finding the right prospective customers has been an invaluable resource to people in every imaginable profession involving selling. Now completely revised and updated to include lessons on how email, fax machines, and the Internet can be incorporated into an effective prospecting and selling campaign, it is the most valuable tool a salesperson can own.
Anyone who does any prospecting or selling by phone -- from securities, insurance, and real estate to fund-raising -- knows the frustrations and rejections inherent in "cold calling." Many people come to fear it. But why should this be so? Certainly there are people out there who need and want the product you're selling. If only you could more efficiently generate a list of just those people, weed out the hopeless cases, and launch a simple and highly effective campaign to win them to your side. Prospecting Your Way to Sales Success shows you how to do just that. Bill Good draws on all he's learned from a long, successful career teaching companies and individual entrepreneurs how to create successful prospecting campaigns. He jettisons the stale, old-school, don't-believe-a-customer-who-says-no philosophy for a plan of attack that finds good prospects while quickly screening out unqualified, uninterested customers. From the first contact to the final close, Bill Good will help you design a complete, customized prospecting campaign.
In this new revised edition, bursting with fresh ideas for incorporating new media and new technologies into his proven campaign strategies, Bill Good has updated a classic and given salespeople everywhere a book they can't afford to live without.
Customer Reviews:
VERY GOOD.......2006-06-25
The book is extremely good because it shows how to keep the salesman on his toes instead of getting complacent and losing the 'touch' by becoming more of a computer person.
If you are in direct one-to-one selling - get this book!
SATPAL
Sales as a system.......2005-10-24
Have you ever heard the sales war stories that start off,
"Charlie just landed a big account at X company. I talked to them six months ago and they weren't ready to buy. I was going to call them back but now Charlie is in there."
If you follow the techniques in Bill Good's Prospecting Your Way to Sales Success, that won't happen to you. (unless your name is Charlie!)
Bill Good offers a systematic approach to managing your contacts, leads and prospects in a red-hot to luke-warm priority system. It also does something that many sales managers I've worked with are reluctant to do. Stop approaching the rude non-prospect jerks who beat you up, move on to more professional prospects.
Prospecting Your Way to Sales Success will allow you to do just that.
Use Bill Good's system for prospecting and managing prospects and you will increase your sales.
Very Good Tools.......2005-02-22
I have used the teachings of Bill Good and this book to build a successful financial services business. It is highly recommended.
I made an extra $10,000.00 the second month after reading.......2004-09-01
I'm in heavy equipment sales. No I'm not a shill as the moronic idiot wrote in one of the previous reviews giving this top shelf sales book only one star. I am however a top salesman of equipment and I have to say that after using just one of the great ideas that this man has to offer I was able to generate an additional ten grand in income. Not a fluke. The hard won sales savvy that this man has given to this book is worth its weight in gold. Buy it. Read it. But most of all USE IT! It has been several years since my purchase but I refer to it again and again. I can think of no other book I have read in my sales career that has had the impact this one has on my income and my approach to database driven selling and marketing.
Get This Book to Keep as Reference for Prospecting Success.......2004-02-07
A number of years ago, I fortunately stumbled upon Bill's book - PROSPECTING YOUR WAY TO SALES SUCCESS. I was so incredibly impressed by the book that I phoned Bill and told him I was interested in writing an article about him & his book. (I am the Publisher of AboutBizz Magazine and www.AboutBizz.com)
I arrived in Salt Lake City and spent 4 days with his staff and new as well as old users of Bill techniques and software package. What I found amazing is the system that Bill spells out in his book is literally automated in his software package that he markets primarily to the Financial services industry. People use his system and make money. That's all that counts...bottom line results.
Here's what you'll find in pages of PROSPECTING YOUR WAY TO SALES SUCCESS.
1) He helps you discover the mindset needed for prospecting
2) He shows you how to create a system for prospecting using only 4x6 cards, various colored stickers and tracking sheets.
3) He gives you a simple script to use when prospecting
4) He shows you his approach to constantly "touch" you prospects with various letters, phone calls, faxes, etc....
5) Most importantly, he teaches you how to teach that same system to someone else so you can leverage your time and make money (or as he calls it Muh-Nee) with the people who are interested in selling you and buying your services or goods.
I have never found another book that spells out such a powerful system. The only thing wrong with the book is it is somewhat dated...why use card files when you can use ACT, Maximizer or Salesforce.com? But if you are new to business or sales and pennies are tight, then using Bill's book, you CAN make a system with simple cards and stickers and in short time, you can buy whatever computer you desire.
I know Bill sells his software system to the Financial services industry and only wish he had a generic version to sell to the others of us who could use his system. I tried to customize Maximizer to do what his system does...but quickly found the real value of Bill Good's expertise.
It is definitely worth your time to check out his website at www.BillGood.com ON his site you'll find audio programs from his Bill Good Radio.com programs where he interviews successful users of his programs. Tell them Wayne Clayton from AboutBizz Magazine told you about their site...they do have some restrictions of who can get into the site...maybe that'll help get you in.
What's the real value of a book like this? Well, when gasoline gets to $2-$3-$4 bucks a gallon, it is the person on the phone who can get make appointments and grow relationships using technology (email, fax, letters, phone calls -- and with a real reason to contact them, not just send them worthless literature) that will succeed and make money. Go out and guy this book today.
As a closing note, I have appreciated this book so much that I have personally bought and gave away 10 copies to people who I want to have success in sales...(and I NEVER buy that many of the same book!) Hopefully someday, Bill will get the chance to update his book and incorporate more examples of technology used to help implement his wonderful system.
Book Description
This 217-page book is for anyone who ever has to call a total stranger who has never heard of you or your company, and you're trying to ask him for money, an appointment, or get an information package in his hands on the initial call.
It's for the person whose paycheck is dependent upon producing sales. It gives hundreds of ideas and concepts showing you how to sell in a systematic and intelligent manner, learned from years of selling in the trenches. What you read today, you use today. No filler, just time-tested technique after technique.
See three actual chapters from the book on voice mail, screeners, and opening statements.
If your competition reads this book and you don't, you or your sales force won't stand a chance. This is a must read for anyone who wants to know what the top sales reps are doing by phone.
Here Are Just a Few of the Hundreds of Tips
• How to write an effective opening
• Answers for any type of objection
• Callback scripts that close the sale
• Leaving voice mails that get results
• How to find hot leads
• Selling on the inbound call
• How to get quality referrals
• Sure-fire closing techniques
• How to steal accounts
• How to get past screeners
• Great questions to ask
• How to prospect painlessly
• Selling large accounts
• Why you should raise your prices 25%
And much more!
Customer Reviews:
The Most Helpful Book I Have EVER Bought.......2007-09-19
I was skeptical about this book, even after I read the reveiws... I went ahead and bought it and I was very pleased with the results. It should be a handbook for anyone doing telesales (Inbound and Outbound). Good for Business owners, who call clients and potential clients (He focuses on that as well). Also great for sales reps who want to increase sales. My sales increased dramatically and my calls were more productive. I think it could even prove effective for sales reps who are not on the phone.
He even goes over how to answer the phone, what to say when someone is out to lunch, and how to get past gatekeepers when making outgoing calls.
It's an easy read, almost a page-turner and interesting too. I want to memorize it and anyone in sales/marketing should... Even a seasoned salesperson.
Don't buy another book about telesales until you have read this one. Trust, it is the only one you will need.
Lots of tips, lots of typos, lots of contradictions.......2005-08-13
Overall, I would say it is a good book for non-sales people to buy. Joe points out many things to think about and makes many good suggestions.
Two things bother me about the book:
- It has numerous typos and grammatical errors. Sometimes I've had to re-read sections to understand what he meant to say.
- There are several contradictions. One example is on page 25. He says: "If they don't return your call, wait two days before calling back." But then 2 sentences later says that you should leave a voice mail stating: "If I don't hear back from you by the end of the day, I'll try back before I leave the office."
Personally, I don't want to buy from a sales person that doesn't do what they say they are going to do, so this is a really poor suggestion and really poor customer service (especially if the person you are calling really does want to talk to you)!
Excellent Book.......2004-08-08
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 I've ever read.
Tested salesmanship methods.......2004-04-08
A few things struck me about this book.
1. It teaches you when to say "No" to suspects. I learned from it to be more discerning with whom I am talking. This book tells you how to determine, in minimum of time, if you are talking to someone who can buy from you (even if the other party won't admit that he's not interested or that he doesn't have the authority to buy). Like they say on Wall Street: "fill or kill".
2. It gives you tips to help you establish your authority early in the call. How to deal with various brushoffs (more or less graciously).... When it's better to be direct, or even blunt... It's not just one style of selling, but rather a mix of hard- and soft-sell techniques that can be adapted to the situation.
3. It gives you specific expressions to use. Short sentences that sound natural and go past the initial indifference and suspicion of people... I'm studying it to learn how to keep the flow of conversation so that it doesn't seem contrived, and how to go from one idea to another in a natural way so that I don't sound like a telemarketer.
4. There's indeed no filler. Just lots of ideas about prospecting, presentation and closing. Some may not apply to your work, but you can extract the priciples. I've read this book two times and I open it almost every day. You must read it - now!
All gems... really great. Worth every penny.......2004-04-02
I've been doing a bunch of jobs, CSR, Techie,
Help Desk, LAN ADMIN, telcom sales, upselling for
existing customers, etc. And, as such, the more
I learn from books, the more I know how valuable
my own personal career experience is, and the more
I guess that there's a lot more to learn and master
in this craft than anyone can imagine.
Think about moving from a bicycle speed, to tractor
speed, to car speed, to high performance roadster,
to airplane, to rocket ... this is how a sales
star evolves ...all the while, staying within the
bounds of acceptable phone behavior in terms of
honesty, truthfulness, not deceiving, not lying
obviously, and generally, being nice on the phone.
The big difference, is SPH, and getting a lot more
done, in a small period of time.
In this regard, Joe Catal's book, SALES FROM THE
TRENCHES is really great.
I take it with me all the time to work. In the beginning,
I figured my collegues might take me as an amateur
for needing a book on my desk, while I work...after a while,
and meeting and exceeding all targets imposed on me, as a sales
rep, and mainly because I often have 2 jobs and work 13 hours
a day sometimes, and boredom, I take Joe's book with me to
work ...it really keeps me awake, amused, and I keep trying
out the rebutals, techniques that are new all the time.
Most of them work marvelleously...for example, "are you
prepared to DENY your family so-and-so priviledge ?" or
"I've been in the business for a while. When I'm told me
a customer like yourself, that you need to think about, it's
often because of the price. The price is too high, right ? How
much too high ? " etc. etc. etc.
All gems...
The other comments, about super-stars being a different breed
from other people punching in the clock and behaving like the
GRIM REAPER and often getting rewarded for being among the worst
possible employees in the company, bringing everyone down, even
the top performers, also rings true. I've been in the business,
sales, for under 3 years, and Joe Catal is on the money.
I think the GOOD MONEY is not in sales or telemarketing, but
higher in account management and project management, by the way.
Thanks Joe! Worth every penny !
Books:
- Command Performance: The Art of Delivering Quality Service (The Harvard Business Review Book)
- Consumed: How Markets Corrupt Children, Infantilize Adults, and Swallow Citizens Whole
- Credit After Bankruptcy: A Step-By-Step Action Plan to Quick and Lasting Recovery after Personal Bankruptcy
- Dale Carnegie's Lifetime Plan for Success: The Great Bestselling Works Complete In One Volume
- Dare to Dream and Work to Win (Audio CD Book)
- Designing a Digital Portfolio (VOICES)
- Designing Brand Identity: A Complete Guide to Creating, Building, and Maintaining Strong Brands
- Don't Let Your HMO Kill You : How to Wake Up Your Doctor, Take Control of Your Health, and Make Managed Care Work for You
- E-Commerce
- eBoys: The First Inside Account of Venture Capitalists at Work
Books Index
Books Home
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- CCNP Certification Library, 4th Edition,
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General
| Business & Investing
| Subjects
| Books
The 25 Sales Habits of Highly Successful Salespeople
The 25 Most Common Sales Mistakes: And How to Avoid Them
Successful Cold Call Selling: Over 100 New Ideas, Scripts, and Examples from the Nation's Foremost Sales Trainer
Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales
Closing Techniques: (That Really Work!)
