Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy
| Author | : | |
| Rating | : | 4.36 (708 Votes) |
| Asin | : | 141950276X |
| Format Type | : | paperback |
| Number of Pages | : | 192 Pages |
| Publish Date | : | 2013-06-09 |
| Language | : | English |
DESCRIPTION:
Salespeople hate making cold calls. Now, you don’t have to. 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; Use the Internet to sleuth and “preheat” your prospects ;Heat Up Your Cold Calls will change the way you seek new sales 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
"Cold Calling to Preheating !" according to Jeff Van Gastel. 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 c. An Answer to my Problems Julie This is one of the best books I have read in awhile. Not only for cold calling but for general selling and talking to people about your product/service. I tried cold calling without reading anything - This was a disaster, I tried calling after reading another (very popular book) - this offered no good advice that actually worked. Here is why this book is better than the rest:* It is 1/2 the cost of the other books, with twice the ORIGINAL information.* Offers real world dialogs and processes that you can actually imagine yourself saying/doing* Helps make cold calling. N. Hirsch said Doesn't Generate Heat but It Ain't All Cold. I am sure George Walther has built a solid career for himself positioning himself as a phone sales guru, and he deserves every bit of success. Phone sales are not a fun part of sales process but a critical component just the same. Therefore, by association, "Heat Up Your Cold Calls" is not a fun book to read, but it is an important reminder of how important the "cold call" is to your business and future sales.Most of what Mr. Walther talks about has been discussed at any organization who values training their sales force. However, the information is a great reminder