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Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, by Paul S. Goldner
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Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can: * define and target their ideal market -- and stop squandering time, energy, and money on unfocused prospecting * develop a personalized script utilizing all the elements of a successful cold call * get valuable information from assistants -- and then get past them * view voice mail not as a frustrating barrier, but as a unique opportunity Red-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
- Sales Rank: #539756 in Books
- Brand: Brand: AMACOM
- Published on: 2006-07-06
- Released on: 2006-07-06
- Original language: English
- Number of items: 1
- Dimensions: 8.90" h x .51" w x 5.90" l, .74 pounds
- Binding: Paperback
- 208 pages
- Used Book in Good Condition
Review
"""Goldner has again delivered a sales tutorial that combines experience, examples, and an approach that provides great insight into the selling process. Whether you are an experienced sales leader or new in a sales career, Paul's attention to detail in his analysis and recommendations make this book a rare find and well worth the read."" -- Michael J Borman
Vice President, Worldwide Software Sales, IBM
""Every salesperson from novice to serial quota club attendees can benefit from the practical discipline and proven techniques presented in Red-Hot Cold Call Selling. Combining the updates on how to conduct account research in today’s world with this back-to-the-basics approach on business development creates a foundation for increased revenue and income for anyone willing to roll up their sleeves and follow the program."" -- Don Drury, Vice President, Sales Operations, Kronos Incorporated
""This new edition does an even better job of promoting the power of prospecting and providing a structured process to achieve real results. A must read for sales professionals worldwide. "" -- Tony DiBona, Executive Vice President, PTC
""A practical guide to the world’s oldest profession! Selling starts with effective prospecting, and this is a complete guide to prospecting and cold calling. "" -- Greg Enriquez, Senior Vice President, World Wide Field Operations, Stratus Technologies
""A superior sales system. The systematic approach makes it measurable -- and repeatable. "" -- Kevin Hill, Senior Manager, Applied Global Services Strategic Marketing, Applied Materials, Inc.
""Red-Hot Cold Call Selling really breaks down the process of identifying, engaging, selling, and closing opportunities. It takes the mystery -- fear -- out of cold calling. "" -- John Marlow, Vice President, Technical Sales, Carrier Packet Networks, Nortel"
About the Author
Paul S. Goldner is a highly sought-after speaker, trainer, and consultant specializing in sales strategy and motivation. He is the author of the first edition of Red-Hot Cold Call Selling, which has sold tens of thousands of copies.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Effective manual for organized cold-call selling
By Rolf Dobelli
Picking up the phone and calling a prospect seems like a natural thing for a sales professional to do. Yet, even the best, most seasoned salespeople avoid cold calling to steer clear of rejection. Paul S. Goldner teaches you how to cure your fears and shows you that cold calling is really just a numbers game: A certain number of calls is likely to produce a relative number of appointments and sales. Good prospecting techniques empower you to take control of your sales practices and determine your income. Goldner thoroughly covers every aspect of prospecting, including identifying the best times to call, defining your target market, writing a cold-call script, handling objections and getting past voice mail. Goldner's process will inspire even the most reluctant salesperson to dial that cold call. We suggest this as a fortifying read for anyone whose income depends on bringing prospects into the sales pipeline.
1 of 1 people found the following review helpful.
Provides many insights into what works, what doesn't, and why.
By Midwest Book Review
Paul S. Goldner's RED-HOT COLD CALL SELLING, 2ND EDITION offers sales personnel a tutorial which blends experience and examples with a different approach to cold calling. Novices to quota club attendees, pros and beginners alike will find chapters analyzing prospecting techniques for high-payoff approaches. From break-even hours and outside hours which assure success to smart definitions of target markets, RED-HOT COLD CALL SELLING provides many insights into what works, what doesn't, and why.
2 of 2 people found the following review helpful.
must read for those in b2b selling
By C. Eldon Cantrell
Great book to help you understand the process of cold calling and selecting your target market.
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