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Author : Frank J. Rumbauskas, Jr.
Publisher : FJR Advisors, LLC
Page : 130 pages
File Size : 48,7 Mb
Release : 2003
Category : Business & Economics
ISBN : 0976516306
Author : Art Sobczak
Publisher : John Wiley & Sons
Page : 261 pages
File Size : 47,7 Mb
Release : 2010-03-04
Category : Business & Economics
ISBN : 9780470619810
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Author : Joanne S. Black
Publisher : Business Plus
Page : 147 pages
File Size : 47,5 Mb
Release : 2009-06-27
Category : Business & Economics
ISBN : 9780446562171
Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling system, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate your business from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLING provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.
Author : Frank J. Rumbauskas, Jr.
Publisher : FJR Advisors, LLC
Page : 68 pages
File Size : 41,9 Mb
Release : 2005-11
Category : Business & Economics
ISBN : 9780976516323
Author : Sam Richter
Publisher : SBR Worldwide, LLC
Page : 313 pages
File Size : 45,5 Mb
Release : 2008
Category : Computers
ISBN : 9781592982097
Presents advice on using Internet searching to perform successful telephone sales.
Author : Frank J. Rumbauskas, Jr.
Publisher : John Wiley & Sons
Page : 187 pages
File Size : 41,7 Mb
Release : 2010-12-03
Category : Business & Economics
ISBN : 9781118040782
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).
Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 311 pages
File Size : 52,9 Mb
Release : 2015-09-29
Category : Business & Economics
ISBN : 9781119144762
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Author : Richard Allen Mulvey
Publisher : New Africa Books
Page : 198 pages
File Size : 47,9 Mb
Release : 2007
Category : Selling
ISBN : 0864867840
Author : Stephan Schiffman
Publisher : Simon and Schuster
Page : 160 pages
File Size : 44,5 Mb
Release : 2014-01-18
Category : Business & Economics
ISBN : 9781440572173
The definitive guide to cold calling success! For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to: Turn leads into prospects Learn more about the client's needs Convey the ability to meet the client's demands Overcome common objections With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!
Author : Stephan Schiffman
Publisher : Adams Media
Page : 164 pages
File Size : 50,7 Mb
Release : 1999-01-01
Category : Business & Economics
ISBN : 1580620760
Field-tested techniques for reaching decision-makers, making appointments, and making a pitch--as well as invaluable advice on how to increase the number of calls, improve the closing ratio, and beat the competition.
Author : Robert Uda
Publisher : iUniverse
Page : 106 pages
File Size : 40,5 Mb
Release : 2007-12
Category : Business & Economics
ISBN : 9780595479498
Networking is your most important tool for finding a great job and for advancing rapidly in your career. Guerrilla Networking provides you with networking principles, strategies, and tactics to capture and keep great jobs. It includes provocative secrets and ideas for employment and career networking. To capture and keep great jobs, do the following: Consider networking as the most important tool in your job search toolbox. Develop your networking skills by learning and practicing all of the ideas in this book. Learn about and be an excellent networking node. Seek out good networking nodes to keep in contact with throughout your life. Maintain your good networking nodes and relationships throughout your life. Be responsive and helpful to your best networking nodes . always. Prepare and send letters of references as soon as possible after a good networking node asks you for a reference letter. Guerrilla Networking opens eyes, causes outside-of-the-box thinking, and promulgates paradigm shifts. Networking is the most important of all your tools to use for capturing a great job. If you learn, internalize, and apply the principles contained in this book, you will capture and keep great jobs throughout your career.
Author : Art Sobczak
Publisher : John Wiley & Sons
Page : 257 pages
File Size : 45,6 Mb
Release : 2013-03-25
Category : Business & Economics
ISBN : 9781118637517
Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.
Author : Frank J. Rumbauskas, Jr.
Publisher : John Wiley & Sons
Page : 228 pages
File Size : 49,5 Mb
Release : 2009-10-01
Category : Business & Economics
ISBN : 9780470541845
An all-in-one guide to online marketing from the New York Times bestselling author of Never Cold Call Again In Never Cold Call Again, Frank Rumbauskas shows salespeople how to achieve sales greatness without using those dreaded old tactics like cold calling. Now, in The Never Cold Call Again Online Playbook, he gives small business owners, independent professionals, and entrepreneurs a complete, all-in-one guide to the best practices of effective online marketing. The best marketers know all the secrets of using the Internet to fuel business growth. With The Never Cold Call Again Online Playbook, you'll have access to all the best proven Internet marketing wisdom, tactics, strategies, and tools. You'll learn how to develop a complete online marketing system that boosts sales and brings in customers galore. A comprehensive toolkit for creating a complete, powerful, and effective online marketing program for your business Written by online marketing guru Frank Rumbauskas, bestselling author of Never Cold Call Again and Selling Sucks A revolutionary system for increasing sales without tired old selling tactics that no longer work anyway How to explode your business with social media sites like Twitter and Facebook For anyone who owns or operates a business and wants to increase their sales, profits, and visibility online, The Never Cold Call Again Online Playbook is the ultimate practical resource.
Author : Bob Etherington
Publisher : Marshall Cavendish International Asia Pte Ltd
Page : 107 pages
File Size : 40,9 Mb
Release : 2018-02-15
Category : Business & Economics
ISBN : 9789814794862
Cold calling – making contact with strangers – is the biggest fear confronting businesspeople, especially those who work in sales and marketing. “Put me in front of a customer and I can persuade them to buy anything … just don’t ask me to cold call!!” Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence. 10 reasons you must buy this book and start winning new customers tomorrow! 1. It is written by somebody who does it successfully every week. 2. Cold calling is fun, and much, much easier than you think. 3. Cold calling is 10 times more effective and less costly than “networking parties,” website promotion or advertising. 4. 95% of your competitors are too scared to do it. That means there’s a lot of business out there waiting for you. 5. The only people who tell you that cold calling doesn’t work are those too scared to do it themselves. 6. You actually overcome your fear by becoming an even bigger “chicken.” 7. “No’s” are not bad things. Go for more “no’s.” Two is not enough – success usually comes on the sixth attempt. 8. Seven simple questions will usually get you to a “yes.” 9. The 5% of sellers who do it properly are taking 85% of the new business in your market. By using the material in this book you will make sure you join the few. 10. “Build a better mousetrap and the world will beat a path to your door”? The biggest lie in business! Your market is now too crowded with businesses that look just like yours (however much you kid yourself). So if not cold calling, how are you going to find new customers? [Facsimile reprint edition]
Author : Don Farrell
Publisher : Fresh Revenues
Page : 610 pages
File Size : 41,5 Mb
Release : 2012
Category : Business & Economics
ISBN : 9781938564215
This book of tactical and practical BUSINESS techniques and case studies will teach you how to do some things better, smarter and faster and learn how to do new things all together. Avoid business mistakes and apply successful best practices from these entrepreneurs and experts on 31 business topics from accounting to advertising, sales to marketing, legal to leadership and everything in between.
