How to Make Hot Cold Calls [Paperback]

Steven J Schwartz (Author)

Book Description

Publication Date: October 1, 2002

This new edition includes a larger focus on the language of sales and words that work. Also expanded material on effective phone communications and ways to develop trust with potential clients. How To Make Hot Cold Calls is the most informative and easy to use book for techniques on how to contact clients - and make that sale. "This book is definitely worth reading. Steven Schwartz provides a recipe that is easy to follow and vastly improves the chances of a successful call. I have been so impressed that I have used Steven as a persona coach as have many of my colleagues." - Robert Rossman, Managing Director, Credit Swiss First Boston "Delightfully engaging and highly effective. I recommend it highly." - Rob Brickman, Consulting Principal, IBM Canada "By using Steven's techniques, I was able to land the job I wanted with a Fortune 500 company. This system showed me exactly how to get the decision-maker on the phone and get the appointment. I continued to apply the techniques in the first meeting and secured the job on the first interview! If you read this book before searching for your next job, it will cut your time by more than half and give you're the confidence to get the job you really want." - Tayna Sampson, MBA 2000, Schulich School of Business

--This text refers to an alternate Paperback edition.

Editorial Reviews

Review

"Steven Schwartz demonstrates to readers how to approach this habit with the courtesy possible and how to get a job one would normally be overlooked for. How to Make Hot Cold Calls is a strong consideration for any who are tired of being passive in their job hunt."

-- Midwest Book Review
--This text refers to an alternate Paperback edition.

About the Author

Steven J. Schwartz changes people's lives all over the world by giving them the power to open new doors of opportunity. As a much-sought-after leader in sales effectiveness systems, Steven has helped people increase their performance benchmarks on average 600 percent. Organizations that have profited from his proven systems include J. P. Morgan, Million Dollar Round Table, Ernst and Young, Royal Bank, Honeywell, and Canadian National Railway. --This text refers to an alternate Paperback edition.

Product Details

• Paperback: 192 pages
• Publisher: Fitzhenry & Whiteside; Revised edition (October 1, 2002)
• Language: English
• ISBN-10: 0773762531
• ISBN-13: 978-0773762534
• Product Dimensions: 8 x 5 x 0.5 inches
• Shipping Weight: 6.9 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #2,806,780 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Proven Testimonial, February 2, 2003

By 

Doug H. (Toronto, Canada) - See all my reviews

This review is from: How to Make Hot Cold Calls (Paperback)

How to Make Hot Cold Calls changed my life. As a sales manager with a very large financial institution, I was enlightened by the concepts found within Steven Schwartz's book. Never before had I been given the "how to" of this critical component of the sales process. I was so inspired, that I coordinated a seven-week pilot with 10 front-line sales staff within my organization. Here are some of the startling results from our informal process: a 73% average increase in our ability to get through to prospects over the telephone, and an 87% average increase in our ability to get the appointment or sale.
Believe me, this is a very reliable indicator of how intuitive Hot to Make Hot Cold Calls can be to a typical sales person today. Some of the behavioural changes from the team were immediate and permanent. Even more exciting was how my salespeople could overlay Steven's techniques during their face-to-face sales appointments. I strongly recommend the use of this book, the website, and the audio program.

1 of 1 people found the following review helpful:

5.0 out of 5 stars A strong consideration for any who are tired of being passive in their job hunt, November 12, 2009

By 

Midwest Book Review (Oregon, WI USA) - See all my reviews

This review is from: How to Make Hot Cold Calls: Your Guide to Making The Sale or Landing That Perfect Job (Paperback)

No one likes to be called and sold something, but it doesn't mean it can't work. "How to Make Hot Cold Calls: Your Guide to Making the Sale or Landing That Perfect Job" is a guide to aggressive job-hunting, a practice that is usually strongly discouraged by traditional business etiquette. Steven Schwartz demonstrates to readers how to approach this habit with the courtesy possible and how to get a job one would normally be overlooked for. "How to Make Hot Cold Calls" is a strong consideration for any who are tired of being passive in their job hunt.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Proven Testimonial, January 31, 2003

By 

Doug H. (Toronto, Canada) - See all my reviews

This review is from: How to Make Hot Cold Calls (Paperback)

How to Make Hot Cold Calls changed my life. As a sales manager with a very large financial institution, I was enlightened by the concepts found within Steven Schwartz's book. Never before had I been given the "how to" of this critical component of the sales process. I was so inspired, that I coordinated a seven-week pilot with 10 front-line sales staff within my organization. Here are some of the startling results from our informal process: a 73% average increase in our ability to get through to prospects over the telephone, and an 87% average increase in our ability to get the appointment or sale. Believe me, this is a very reliable indicator of how intuitive Hot to Make Hot Cold Calls can be to a typical sales person today. Some of the behavioural changes from the team were immediate and permanent. Even more exciting was how my salespeople could overlay Steven's techniques during their face-to-face sales appointments. I strongly recommend the use of this book, the website, and the audio program.