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
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
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
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
A 6 volume audio cassette program based on the popular book Successful Cold Call Selling, published by Amacom, the book publishing division of the American Management Association. Making unsolicited calls to strangers is a frightening thought to many; few do it well. This program will help you to quickly gain confidence and skills when approaching new prospects either by phone or in person.
Customer Reviews:
Can cold calling ever really be successful?.......2007-06-02
This book is a `sales' classic and its advice may have worked 10 years ago. However, in today's world of voice mail, email, and savvy gatekeepers cold calling is pretty much a worn out and useless activity (I know: heresy, heresy, everyone screams). As Jill Konrath says in her book "Selling to Big Companies" we are now in the `perfect storm' of sales and cold call resistance. No-one has time for cold callers and the same tired approaches. Better book selections for lead generation are "Selling to Big Companies" and "Selling Against the Goal."
That said, we all must do cold calling at some level. While I really needed help in this area and hoped to find it here, I didn't. There was nothing `new' in the book. I know about creating scripts and the other advice the book offers: benefits selling, value propositions, etc. The book didn't help my cold calling confidence or help me overcome my reluctance and actual aversion to cold calling.
In the spirit of learning.......2006-04-27
Boyan's book really follows through with the idea that it's not about you it's about them(the potential customer). He really focuses on looking for benefits and presenting these benefits to the client. This idea of helping other's to see potential in ideas they hadn't thought of before is really where the heart of this book is at. The only reason it's not five stars for me is that it seems a bit lengthy and repeditive in a couple of spots, but beyond that two thumbs up. :)
Phenomenal coaching from a real-life sales superstar !.......2003-12-28
First of all, my career background touches
many fields, such as computers, internet,
customer service, sales, telemarketing,
insurance, finance, telecommunications
and so on.
In a previous existence or job, I handled
thousands of outbound sales calls, mixed
with inbound, as well.
I've done veyr well well in my field, but also,
I've witnessed some sales superstars with equal
and sometimes, even better sales experience and
results than my own.
Reading the 260 pages of this book, by Mr Lee Boyan,
I have to admit this man is the right man to coach
veteran and newbie sales reps alike.
The door-to-door selling, or in personal sales,
coupled with telemarketing or outbound sales,
advice is obviously, plainly based in reality.
Frequently, the advice he gives, I find I've been
practicing many of those points all along, by
learning through my own mistakes, but also, by
knowing what worked the best, and by natural talent,
and also, by picking up from co-workers.
The bottom line, is that this book will easily FINE-TUNE
your own techniques, approaches. It will inform you
of new skills, perhaps you've never used in a job
situation (either on the phone, or in person, or
setting appointments). It will make you realize of many
small tricks you felt were "your own" but actually, are
techniques all pros should be using, all the time, on
the job.
This book was written 1983, and then revised in 1989,
yet it feels like it was written this year !!!
That's how good it is.
Selling techniques over the phone, etc........2003-01-28
The author did a very good job of sticking to his objective of only teaching you cold calling techniques; that is, techniques to get the appointment, not techniques on how to sell once you got that appointment. He had many, many good ideas; some of which I learned, some of which I knew but had to be reminded of. I would recommend his book to anyone wanting to do a better job at cold call prospecting. The one big negative I would say about this book is that he took too many pages to get his points across, much too verbose. I got tierd of reading it, and kept telling myself, OK, when is he going to get to the point. Other than that, I would highly recommend the book.
Learn how to prospect.......2002-03-22
Boyan's book is essentially a book about prospecting and turning those prospects into appointments with potential customers. He teaches readers to present themselves as problem solvers to potential customers' concerns. The emphasis throughout the book is placed on the customers. Boyan devotes a chapter to customer psychology and gives consideration to the reasons why customers make purchasing decisions. Although somewhat simplified, his suggestion for addressing a customer's concern by paraphrasing it so the customer feels like you understand him, and then offering a solution can be used in a number of ways to persuade customers to make an appointment with you. The only problem is he only presents one way to address a customer's concerns and pretty soon the customer catches on to your technique and stops listening to you. But still I recommend it. It's worth [the price], and the techniques presented in this book have lead me to make appointments with customers that eventually lead to $5,000 aluminum siding sales, $8,000 kitchen remodeling sales, and $4,000 windows sales.
Book Description
Learn the New Way to Cold Call—Effectively, Ethically … and Legally Salespeople hate making cold calls. Now, you don’t have to. As a sales professional, you need to find and approach a steady stream of qualified prospects. But the legal landscape and new technologies, along with the explosion of competing solicitations, have numbed the decision makers you’ve been targeting, making old-fashioned cold calling ineffective, frustrating and, as result of the National Do-Not-Call Registry, often illegal. With Heat Up Your Cold Calls, you’ll discover author George Walther’s new model for pursuing prospects and making contact by phone. Walther will teach you how to convert obstacles like voice mail, overzealous assistants, and skeptical prospects into powerful allies that help you ""warm up"" prospects and achieve better sales results.
The book reveals the important steps to take before making calls, including strategies to:
• ""Warm up"" a prospect with automated non-spam e-mail
• Use voice mail to establish a compellingly positive first impression
• Develop a messaging strategy that builds your credibility
• Demonstrate your pre-existing relationship, even when neither of you thinks you have one
• Use the Internet to sleuth and “preheat” your prospects
Heat Up Your Cold Calls will change the way you seek new sales prospects. These successful strategies will get people to listen, respond and, ultimately, buy.
Customer Reviews:
Great ideas of how to change your attitude towards cold calling.......2007-10-22
I have always hated doing cold calls but I know the importance of doing them. Reading this book has really given me an entirely new outlook on making calls. It teaches you ways to preheat your calls so that they are not cold and miserable. I was really motivated to come in to the office this week to start making lots of calls and growing the sales!!
Cold Calling to Preheating !.......2007-09-14
This book is a great addition to any salesperson's library. I really enjoyed it, and found the information in it very useful and practical. My weakness in sales has always been "cold calling". I enjoy the face-to-face meeting, and actually hate the phone. I have never really had great cold calling training, so I was looking for a book that would help me. I still have some trepidations, but am alot more comfortable talking on the phone and asking for appointments. Some of the great points that were in this book:
* The referral section was excellent. George broke down cold calling to 3 referral groups: Perceived, Implied, and Named. The wording was great, and it gives you verbage to get that important meeting, rather than stuttering that you know someone who knows the potential client you are calling. He also says to ask for specific referrals rather than just referring a couple of random business associates, who may not be your ideal targets.
* Using positive words: for example not using BUT... replace with and!
* Making telephone appointments to talk to your prospects. Most of us hate playing phone tag, or reaching the secretary and voicemail. He has a couple of great ways to reach your prospects.
* Welcoming objections and overcoming them
In a gist, George has 5 sales steps that are used throughout the book:
1. Begin your call by spelling out your relationship
2. Use open-ended and multiple choice questions to discover your prospects concerns
3. Offer consultation by matching the benefits of our service with what your prospect cares about
4. You have asked for objections and addressed them
5. Help your prospect make a favorable decision.
I enjoyed the book, and it has helped me make more appointments, and especially more quality appointments, rather than just going on appointments to meet a quota!
Applicable to most Telemarketing environments.......2007-09-06
The material is flexible enough to use in other arenas of the telemarketing, the referral chapter in my opinion is the best chapter in the book because he details & gives workable examples.It also summarizes & simpliflies what the other books on this subject tend to complicate into 6 pages. If you have been in phone sales for some time, the rest of the material is wonderful refresher.
!!Enjoy making cold calls!!.......2007-07-21
This book is FANTASTIC!!! I used to be terrified of making cold calls so instead I would go prospecting all over town in person and waste a lot of time driving around. Now after reading this book I actually enjoy making sales calls and have become incredibly successful in connecting with potential clients over the phone. I am now constantly setting up appointments and even closing deals with complete strangers over the phone!!!
This book is a MUST READ for anyone who is looking for a more efficient and successful way to sell (which should be EVERYONE because sales is the foundation to any business and to life..whether you are selling a product or your ideas and yourself!)
PLUS, with this book you also have access to a FREE audio on George Walther's website discussing the same wonderful information the book highlights while also giving you great examples of actual sales calls that you can listen to and model!
Heat up your cold calls and your office will be on fire!.......2006-12-01
I have recently purchased and red this book, The company was also generous enough to provide an audio download to go with it. This information is very useful in helping get on the right track to prospecting. I think the system is very useful and has already incresed the business of my office once I implimented his programs into our everyday call activities.
Thank you
Amazon.com
With telephone sales as ubiquitous as they are today, it's more important than ever for businesses to understand the proper way to utilize them to peddle goods and services. In
Telephone Sales Management and Motivation Made Easy, telemarketing pros Valerie Sloane and Theresa Arvizo Jackson tell how to hire wisely, motivate successfully, and ultimately gain the most from your staff as well as your technology. It includes 50 creative sales contests to stimulate interest and increase productivity.
Book Description
If you're like most managers, there's simply not enough time to regularly come up with fresh, useable ideas that keep your salespeople motivated and producing at high levels. If so, THIS BOOK IS FOR YOU! This 166-page paperback is jammed with proven ideas you can use right now to make your job easier, while creating a fun environment that motivates your reps to close more sales.
Regardless of whether you're a seasoned veteran or a first-time manager, 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 first find and hire motivated reps who can and will sell the steps to take--and avoid--to ensure successful contests when to hold contests so you get the greatest return what to do to make your sales meetings upbeat, fun events that people look forward to attending eight ways to manage with a personal touch so that reps WANT to produce for you 18 word-for-word ways to praise reps on the spot!
PLUS 50 Ready-to-Run Contests! You'll get 50 field-tested sales contests you can run as is, or adapt them to your own environment. You'll get full descriptions, lists of materials needed, sample announcements, ways to enhance the contests, and even ideas to vary the contests so you can run them again and again. Think of how much time and work you'll save, how happy and motivated your reps will be, and how much more they'll sell!
Customer Reviews:
This book is a great help!.......2001-03-28
Practically speaking, it is really wonderful to be able to pop open this book and have unique and well thought out contests. The group leaders at our company are all appreciating "Telephone Sales Management and Motivation". Write another!
A Great manual for Anyone getting into Telemarketing!.......2001-03-16
This is a great place to start for anyone new to telemarketing, and can also teach the experienced telemarketing professional a thing or two. It gives concrete and easy to implement examples that you can use tomorrow! A qucik read and worth the time!
The Best I Have Read on Telemarketing.......2000-07-29
I spent many years in a business that depended largely on direct mail and telemarketing. I now know how much I had still to learn, and I wish this book had been out then. Telemarketing is considered obnoxious by so many solicitees that I always wondered how to get around the built-in rejection and resentment people have. Sloane and Jackson have hit the nail on the head in this area. I hope to read more by them.
Hilda Goldiner
Book Description
The phone is the most important tool most sales professionals will ever use, especially now that companies are cutting back travel budgets and other sales-related expenses. But few sales professionals have ever had any real training in how to sell over the phone; at most they are given a script and some talking points. Effective phone selling means tailoring the approach to each individual customer, and Selling to Anyone Over the Phone shows how to do it much better. This priceless tool will help salespeople: * build rapport * identify and adapt to personality types * generate excitement about a business or product * listen for information that will lead to a sale * control voice inflection and tone * consistently close more deals over the phone Customers are busier than ever and are being more and more selective in their purchases and business relationships. In a clear, reader-friendly tone, Selling to Anyone Over the Phone shows sellers how to develop truly exceptional phone skills and close more sales faster.
Customer Reviews:
Great Book - I recommend it to all sales people!.......2007-09-05
This is a great book. I would suggest taking notes and reading the book over several times. Each time I read it I get more and more helpful suggestions out of it. Thank you Renee!
Great tool for a small business owner!.......2007-09-05
Owning a small creative shop, I'm having to juggle executing work and selling our services on the phone to prospective clients. Renee's book is constantly on my desk and I refer to it often to help keep my "pitch" focused, clear and concise. There are many deals I have closed which I can attribute directly to her methods.
excellent ideas for telesales.......2007-08-31
Renee's book is a must for anyone who has or is thinking of a career in telesales. She organizes her thoughts well and offers a roadmap to success. Her style is succinct, yet funny and has real world application. I regularly go back to it for advice.
Refreshing Your Phone Selling Skills.......2007-08-31
This book always serves as a reminder of the phone selling skills I possess, but may not use on a daily basis. Whenever I plan an important call, I retrieve this book from the tons of other books on this subject that I own and refresh and refocus my skills for the call at hand. This book gets right to the meat with useful information and a reminder of what most of us already know.
Do you talk on the phone? You NEED this book!.......2007-08-31
The biggest block for most salespeople is picking up the phone. With a wealth of useful information Walkup helps eliminate that fear and actually makes you look forward to it. Every person who sells - or talks - on the phone needs to read this book!
Book Description
One of today's most innovative sales trainers reveals how to be a consistent top producer while avoiding the dreaded cold call
It's time to hang up on cold calling, asserts Tony Parinello. The renowned sales trainer introduces proven tools and techniques that make such telephone torture unnecessary, teaching sales professionals how to master a powerful four-step process he calls "Identify, Contact, Present, Sell" to reel in new clients.
Parinello's approaches will work for anyone who loves to sell but hates the grind of "smiling and dialing." Instead, he explains how to:
- Identify and contact the very ripest prospects in far less time than via cold calling
- Rake in much more business from current customers without ever "pestering"
- Catapult up the sales chart with presentation and closing skills used by sales superstars
Customer Reviews:
I am done with Anthony Parinello forever!.......2007-10-02
I am done with Anthony Parinello forever. this the second book that I had bought that he wrote. the first was the selling to vito. both were terrible. there were bits and peices in both that were somewhat helpful, but there is no follow through on any of the ideas. Overall, these books were a waste of my time to read and were of very little help. I have been in sales my enitre career and have read some really good books over the years. these were not it!
Wish I could give it 0 stars.......2007-06-14
Sorry, this misses the mark altogether. The title of the book promises a way to stop cold calling forever, but chapter 12 is all about how to cold call. While a couple other poor prospecting choices like direct mail,are mentioned, Parinello seems to weasel around the "stop cold calling" issue by telling you to mail something first. Garbage! A call to someone you don't know and who doesn't know you is a cold call even if you've sent them a ream of mail. You want to say mailing them something first makes it a "warm call", go ahead, just don't plan on it being effective. There is also info about creating buzz, usually not a sales function. He provides an unsolicited email technique that calls for sending the prospect a postcard telling them to look for your email. First, the postcard will likely never see the desk of the addressee, it will find the trash can. Even if the right person sees it, the email he advises you to use starts out with "during the past 7 years, we have worked with 30 organizations....." That's about as far as ANYONE would read that before hitting the delete key.
Salespeople want to stop cold calling because it is painful and highly unproductive and ineffective. Using that pain to sell a book that doesn't deliver what it's title promises is distasteful and borders on unethical.
Good Basic, Simple, Accurate Advice.......2004-11-20
As I picked up this book to start reading, the telephone rang. It was a young lady, well she sounded like a young lady, and I like to talk to young ladies. Since they were going to have people in my neighborhood anyway (in my small town, if they're in town at all they're in my neighborhood), why didn't they come by and install a free satellite TV receiver. We chatted and chatted, it was a delightful conversation (at my advanced age I don't get to chat with many young ladies). Then when I asked her if she would give me a free TV set because I didn't have a TV, she didn't want to talk to me any more.
I then went back to the book. Lo and behold, the basic thesis of the book is "don't call prospects at random, only call those who are predisposed to buy from you." If the young lady on the phone had done just a little bit of qualifying - "Do you have a TV?" - she would have saved a lot of her time.
The book is filled with good common sense advice on how to narrow down the suspects into real prospects. It's the good old fashioned basics of how to sell.
If we could give a copy of this book to all the people who call, we could eliminate an awful lot of wasted phone calls.
But then I wouldn't get to talk to the nice lady who wanted to give me a free satellite dish. If I only knew her number I'd call her back and talk to her some more.
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Books Index
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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!)
