The Complete Idiot's Guide to Cold Calling [Paperback]

Keith Rosen (Author)

Book Description

Series: The Complete Idiot's Guide | Publication Date: August 3, 2004

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.

Editorial Reviews

Review

"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

Product Details

• Paperback: 336 pages
• Publisher: Alpha (August 3, 2004)
• Language: English
• ISBN-10: 1592572278
• ISBN-13: 978-1592572274
• Product Dimensions: 9.1 x 6.9 x 0.8 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (32 customer reviews)
• Amazon Best Sellers Rank: #55,757 in Books (See Top 100 in Books)
  • #46 in Books > Business & Investing > Small Business & Entrepreneurship > Home Based
  • #62 in Books > Business & Investing > Industries & Professions > Retailing

More About the Author

Keith Rosen is the President of Profit Builders and 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 to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results.

After the devastation of 9/11, it was Keith Rosen who the government chose to develop an internal executive coaching initiative for the leaders in the intelligence community. For his work as a pioneer and a leader in the coaching profession, both Inc. and Fast Company magazines named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journal named Keith's company, Profit Builders, one of the Top Nine Best Training Firms. Keith also sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution.

A best selling author, Keith has written several books including, Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling, The Complete Idiot's Guide to Closing the Sale and Coaching Salespeople into Sales Champions.

Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk. Each year, he helps thousands of salespeople, managers, coaches and business owners live their true potential today. His tactical approach, intuitive coaching and positive, authentic attitude empowers people to discover and live their true potential today.

Keith's articles can be found in Selling Power Magazine and has appeared in feature stories in the New York Times, Inc. magazine, The Wall Street Journal, The New York Post, The Washington Times, TheStreet.com and Entrepreneur radio. Keith is also a frequent contributor on Selling Power Live, CBSNews.com, Sales and Marketing Management and has been appointed as the Expert Sales Advisor for AllBusiness.com.

Keith lives in New York with his wife and three children.

If you're ready for better results quickly, contact Keith about personalized, one-to-one or team coaching and training at 516-771-1444 or email [e-mail]. Visit Keith Rosen at www.ProfitBuilders.com for Podcasts and videos and be sure to sign up for his free newsletter The Winner's Path at www.CoachingSalespeople.

Customer Reviews

Most Helpful Customer Reviews

21 of 22 people found the following review helpful:

5.0 out of 5 stars Thousands of Dollars Worth of Advice for Pennies a Lesson, October 5, 2004

By 

Terry Nicholetti "Chief Encourager" (Washington DC) - See all my reviews
(REAL NAME)   

This review is from: The Complete Idiot's Guide to Cold Calling (Paperback)

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!

14 of 14 people found the following review helpful:

5.0 out of 5 stars The Best Book for Mastering Cold Calling, September 3, 2004

By 

Lisa Rangel (New York, NY) - See all my reviews

Amazon Verified Purchase

This review is from: The Complete Idiot's Guide to Cold Calling (Paperback)

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!

16 of 17 people found the following review helpful:

5.0 out of 5 stars Not Just About Cold Calling But New Prospecting Ideas, Too!, October 11, 2004

By 

Keith Harmeyer (New York, NY USA) - See all my reviews
(REAL NAME)   

This review is from: The Complete Idiot's Guide to Cold Calling (Paperback)

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.