The Complete Idiot's Guide to Cold Calling (The Complete Idiot's Guide) | 
| Author: Keith Rosen
Publisher: Alpha
Category: Book
List Price: $14.95
Buy New: $8.71
You Save: $6.24 (42%)
New (35) Used (13) from $8.57
Avg. Customer Rating:  17 reviews
Sales Rank: 25557
Media: Paperback
Number Of Items: 1
Pages: 336
Shipping Weight (lbs): 1
Dimensions (in): 8.9 x 5.9 x 0.8
ISBN: 1592572278
Dewey Decimal Number: 658.872
EAN: 9781592572274
ASIN: 1592572278
Publication Date: August 3, 2004
Availability: Usually ships in 1-2 business days
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Product Description
Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.
If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.
Keith will show you how to:
. Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit.
. Create winning voice mail messages that will ensure more return calls.
. Develop your MVP (Most Valuable Proposition) that separates you from your competition.
. Craft the Compelling Reasons that would motivate a prospect to speak with you.
. Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later."
. Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.
. Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
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| Customer Reviews: Read 12 more reviews...
 Inspiring October 31, 2008
I had initially put a 1 star review. But after reading the first few chapters of the book, I prefer to change my rating to 3 stars. The spirit in which this book is written is very inspiring, and people at Mr Rosen's website try and solve your problems in the same spirit.
"How you think is what you get" indeed...
 Not for Idiot's Only! July 9, 2008
1 out of 2 found this review helpful
I purchased this book to try revitalize my cold calling strategy. It was informative and gave me a couple of new view points to see where I might be able to tweak my cold calling and prospecting skills.
I would recommend this book to novice & experienced sales people who have to make prospecting calls on a daily basis.
 Becoming the Best you can Be June 1, 2008
1 out of 1 found this review helpful
You read, you learn and then you earn. Step by step plan for becoming a great phone sales person....very good book
Beyond the Basics March 26, 2008
1 out of 1 found this review helpful
I thoroughly enjoyed reading Keith Rosen's book on Cold Calling, even though I consider myself as "Cold Call reluctant". This book gives sufficient evidence that cold calling is a necessary tool in new business development what ever your industry, and the knowledge on how to cold call effectively. In addition to cold calling, Keith provides important information on several other sales and marketing strategies for business development such as networking, obtaining referrals, and managing the entire sales process. Having read dozens of books on marketing, sales, sales management and strategies I've got to say this one is on the top of my recommend list to friends and clients looking to boost sales skills for new as well as experienced sales professionals. The format makes it easy to read, understand and most importantly to deploy to your advantage.
The Real Deal Book on Cold Calling August 11, 2007
3 out of 3 found this review helpful
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.
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