The Complete Idiot's Guide to Cold Calling
Expert Advice for Overcoming Fear, Building Confidence, and Finding Your Sales Voice
1st Edition
Published on 3. August 2004
336 pages
978-0-241-88177-4 (ISBN)
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 feeling 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 potetnial 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.
If you are feeling 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 potetnial 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.
More details
Language
English
Place of publication
London
United Kingdom
Publishing group
Dorling Kindersley Ltd
Target group
Professional and scholarly
College/higher education
File size
5,68 MB
ISBN-13
978-0-241-88177-4 (9780241881774)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
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Person
Keith Rosen is the executive sales coach that top managers, sales professionals and executives in many of the world's leading companies call first. As a prominent, engaging speaker, Master Coach and well-known author of many books and articles, Keith is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, their behaviour and in their results.
For his work as a pioneer and a leader in the coaching profession, Inc. Magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journey recently named Keith's coaching firm, Profit Builders, one of the 'Top Nine Best Training Firms' in the country. It was Keith Rosen who was called upon after the devastation of 9/11 to develop an internal executive coaching initiative for leaders in the Intelligence community.
For his work as a pioneer and a leader in the coaching profession, Inc. Magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journey recently named Keith's coaching firm, Profit Builders, one of the 'Top Nine Best Training Firms' in the country. It was Keith Rosen who was called upon after the devastation of 9/11 to develop an internal executive coaching initiative for leaders in the Intelligence community.
