PDF-Bücher Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy
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Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy
PDF-Bücher Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy
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Synopsis
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; and, 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.
Produktinformation
Taschenbuch: 192 Seiten
Verlag: Kaplan Publishing; Auflage: 1 (1. Juli 2005)
Sprache: Englisch
ISBN-10: 141950276X
ISBN-13: 978-1419502767
Größe und/oder Gewicht:
15,2 x 1,1 x 22,9 cm
Durchschnittliche Kundenbewertung:
Schreiben Sie die erste Bewertung
Amazon Bestseller-Rang:
Nr. 4.192.936 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)
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 themIn a gist, George has 5 sales steps that are used throughout the book:1. Begin your call by spelling out your relationship2. Use open-ended and multiple choice questions to discover your prospects concerns3. Offer consultation by matching the benefits of our service with what your prospect cares about4. You have asked for objections and addressed them5. 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!
Bought this book because I was at a startup and had to cold call. It was tough but this book helped somewhat.This book has useful information about cold calling such as being professional and how to lead dialogues.Also, this books prepares you mentally, which is necessarily, especially if you know you will be shunned 98% of the times.Personally, I found the book helpful but it did not open doors. But I did learn a lot :D
Heat up your cold calls, still wants warm calls, meaning you must have some connection to the potential client. I did get some ideas out of the book. If you are like me, calling people you do not know, he does not have a lot of suggestions, other than, just don't make cold calls. But wasn't that the title,in the first place.
My good friend was in sales for awhile and was running into a rut. So I purchased this for him and he loved it!!
If you are looking for a book that would help you increase your knowledge in making calls, I highly recommended it. This is one book that I would use over and over. Filled with great ideas that other authors have not covered. This author knows his stuff. This book will be a source for your sales profit.Recommended highly. One of the best book on cold call and selling techniques. Get it today!
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