| | |  | Home Business Books | Home » » The Complete Idiot's Guide to Cold Calling | | | | | | | 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.
| | | Product Details: | | | Author:
| Keith Rosen | | Paperback:
| 336 pages | | Publisher:
| Alpha | | Publication Date:
| August 03, 2004 | | Language:
| English | | ISBN:
| 1592572278 | | Product Length:
| 9.06 inches | | Product Width:
| 6.92 inches | | Product Height:
| 0.77 inches | | Product Weight:
| 0.88 pounds | | Package Length:
| 8.9 inches | | Package Width:
| 5.9 inches | | Package Height:
| 0.8 inches | | Package Weight:
| 1.05 pounds | | Average Customer Rating:
|  based on 34 reviews |
| | | | Customer Reviews: | |
Average Customer Review:
 ( 34 customer reviews )
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Most Helpful Customer Reviews
14 of 14 found the following review helpful:
The Best Book for Mastering Cold CallingSep 03, 2004
By Lisa Rangel
Keith has an amazing ability to partner with the reader to break down the fears he/she can have cold calling. He does this by giving the reader the tools to create a cold-calling process making the calls not-so-cold. By focusing on a quality, well-laid out process and not just the possible end result, he helps the reader reduce (and eventually eliminate) the fear in cold calling. He can help the reader come up with scripts using an individual's natural language, draw up probing questions to evaluate prospects, and establish a routine to enable the reader to continuously keep that prospecting pipeline full--the key to any salesperson's on-going success. Keith is a wonderful teacher, who currently uses the tactics he teaches--high on the credibility chart in my book. I have had success using Keith's process and I encourage anyone else who cold calls to get a copy of this book. A truly wonderful book that is easy to digest and implement--if you are committed to being successful!
21 of 23 found the following review helpful:
Thousands of Dollars Worth of Advice for Pennies a LessonOct 05, 2004
By Terry Nicholetti
"Chief Encourager"
If you are reading this, you probably have to cold call for your business, and may not have really liked or been successful at it. After over 30 years sales experience with sporadic success, I isolated my problem - I did not know how to organize the information from the many initial leads I acquired - I did not have a prospecting system. So I made the best professional decision ever - to hire Keith Rosen as my sales coach and learn his prospecting system. Then I had the privilege of reviewing the early draft of the Complete Idiot's Guide to Cold Calling. Reading Keith's text was almost like having him right there on the phone - sharing his wisdom-based-on-experience, and encouraging me to find my own version of his Routine for Results - so I could achieve my goal of scheduling three of my sales seminars per week. Here are the results I've experienced because I committed to implementing my own version of Keith's process: 1) I've gone from 1-2 qualified prospects per month to 5-10 per week. 2)I've gone from not following up on more than 10% of leads to following up on 90% 3) I've gone from scheduling 1-2 seminars per month to scheduling 1-3 seminars per week, with more in the funnel. 4)I've gone from the stress of having piles of business cards that I can't even remember where they came from to the peace of managing a data base of contacts for results 5)I've gone from hearing my publisher say "Your seminar is great - now you need to do more of them" to "You're doing great! Keep up the good work!" Keith's system works. Buy the book and try it. Experience the stress relief. And bring your ROI to the bank!
16 of 17 found the following review helpful:
Not Just About Cold Calling But New Prospecting Ideas, Too!Oct 11, 2004
By Keith Harmeyer
Who hasn't at some point in his or her career sat staring at the phone, paralyzed at the prospect of picking up the receiver and making that dreaded call? For most of us, cold calling is the weakest link in our chain of selling effectiveness. This book puts it all together, step-by-step, and shows you how to turn this greatest of challenges into your own personal secret weapon. Plus other outstanding prospecting ideas that will help bring in even more business. There is very, very good stuff here, on every page. This book should be required reading for every business person everywhere.
9 of 9 found the following review helpful:
With Keith by Your Side, Cold Calling Works!Aug 09, 2007
By Osamu I.
"Osamu I."
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.
6 of 6 found the following review helpful:
Increase in Selling and SalesSep 09, 2004
By T. O'Brien
Great book. Breaks down Cold Calling to the simplest ideas and then takes on each one. Humanizes common problems everyone faces. Covers cold calling fears, prospecting, finding individual strengths in ones market, objections, pre-call planning, rejection, networking......many more subjects. Comprehensive and easy to follow. Many exercises and questions to help develop individual strengths and overcome weaknesses. Keith shows how a person can improve their selling and make more sales in a short amount of time.
See all 34 customer reviews on Amazon.com
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