The Complete Idiot's Guide to Cold Calling (Paperback)
By Keith Rosen, MCC
You'll discover how to sell more, get organized, set priorities, eliminate distractions, reduce stress, as well as manage your tasks, emails, and phone calls in order to reach bigger goals and have more fun. I will walk you through the entire process of removing any negative thinking or reluctance associated with prospecting so that you can design your very own prospecting, cold calling and follow up system that's aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.
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"Now there is a single source - this book - that gives you the step-by-step, word-by-word instructions you need to get in front of more people and make more sales than ever before. Keith Rosen has brought together, in one book, the very best techniques for getting more and better appointments ever written in the field of sales."
--Brian Tracy, Author - Advanced Selling Strategies
"Nobody is really an idiot-let alone a complete idiot. But if you feel like one when it comes to attracting new business, this is the book for you. Keith Rosen takes you by the hand and walks you step-by-step through your negative thinking, fear and reluctance. A helpful, encouraging guide."
--Ken Blanchard, co-author of The One Minute Manager® and The Secret: What Great Leaders Know-and Do
Dear Friend,
Does this sound familiar? "If I can just 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." I was certainly guilty of singing this tune; until I developed a proven process that anyone could follow to achieve incredible success at cold calling, all of which is outlined in this book; the same process which made me a million dollar producer.
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 that generates 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 that you are working so hard to earn.
After coaching thousands of salespeople, I got tired of seeing the pain on salespeople's faces at the mere mention of cold calling.
Ironically, approximately 98% of the salespeople I've spoken with over the years admitted they either don't have a prospecting system they follow or don't have one that consistently works for them; that is, one they continually adhere to that makes it possible for them to meet and exceed their sales goals. Instead, they wind up working hard, struggling, and staying busy throughout their days, often being diverted from their initial intentions or the end result they had in mind.
The Complete Idiot's Guide to Cold Calling is the closest thing to finding your "magic formula" for prospecting success. So, if you love to sell but hate (or don't like) to prospect, here's 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.
- 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.
- Leverage your talents and prospecting efforts to generate more appointments and more sales in less time rather than playing the numbers game.
- Create winning voice mail messages that will ensure more return calls.
- Utilize proven, attention-grabbing templates to draft compelling letters when contacting by e-mail, fax, or post.
- Discover the nine steps to making fear your ally so that you can remain focused, upbeat and positive, and handle rejection like a pro.
- 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."
- Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects!
- Design your own step-by-step prospecting and follow-up system that
runs on autopilot.
Whether you are an entrepreneur, a business owner, a non-selling professional, a seasoned sales veteran or are just beginning your career selling b2b or b2c, after reading this book you will actually want to prospect.
You'll discover how to sell more, get organized, set priorities, eliminate distractions, reduce stress, as well as manage your tasks, emails, and phone calls in order to reach bigger goals and have more fun. I will walk you through the entire process of removing any negative thinking or reluctance associated with prospecting so that you can design your very own prospecting, cold calling and follow up system that's aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.
Finally, let me be clear. This book is not for idiots nor are you one. It's for the practical person who doesn't know where to go, what to do or how to start prospecting or who wants to fine tune their prospecting skills and needs a proven path to follow that will lead them to more prospects than ever before.
The Complete Idiot's Guide to Cold Calling is the cornerstone for becoming a prospecting superstar. This book is packed with real life examples, case studies, valuable tools, easy to use templates, action steps, and surefire strategies that complement your natural abilities to make your cold calling and prospecting efforts become effortless.
Let this book become your roadmap to prospecting success.
If you have any questions, feel free to contact me anytime. Until then, I wish you extreme success.
Sincere regards,
Keith Rosen, MCC
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