No More Cold Calling (TM) and over one million other books are available for Amazon Kindle. Learn more
Buy Used
$4.00
FREE Shipping on orders over $35.
Used: Good | Details
Sold by owlsbooks
Condition: Used: Good
Comment: Book is used, fast shipping and great customer service.
Add to Cart
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more

No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust Hardcover


See all 6 formats and editions Hide other formats and editions
Amazon Price New from Used from Collectible from
Kindle
"Please retry"
Hardcover
"Please retry"
$6.98 $0.01 $22.77
Audio CD
"Please retry"

NO_CONTENT_IN_FEATURE

100 M&T
100 Mysteries & Thrillers to Read in a Lifetime
Looking for something good to read? Browse our picks for 100 Mysteries & Thrillers to Read in a Lifetime, brought to you by the Amazon Book Editors.

Product Details

  • Hardcover: 226 pages
  • Publisher: Business Plus (April 14, 2006)
  • Language: English
  • ISBN-10: 0446577790
  • ISBN-13: 978-0446577793
  • Product Dimensions: 8.4 x 6 x 0.9 inches
  • Shipping Weight: 7.2 ounces
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (19 customer reviews)
  • Amazon Best Sellers Rank: #442,954 in Books (See Top 100 in Books)

Editorial Reviews

From Booklist

It's filled with exclamation marks, lots of all-capital words, and breathless enthusiasm. It is far different from many of the existing "how to sell intangible services" systems. Yet, referral selling, as espoused and explained by Black, works. Although her energetic prose occasionally can be off-putting, she's got proven ideas and a great methodology--if it were truly transparent. The issue? That too much other information obscures her killer acronym, or attract (Tell, Remind, Audience, Contacts, Touch), elaborated on in chapter 10. For sure, the other data enhance and feed into her themes; how could anyone argue with topics such as management responsibilities, four essential attitudes, the right kind of customer, etc.? Bottom line: the message is muddied, despite some wonderful advice, personal success stories, and great practical tools and templates. Barbara Jacobs
Copyright © American Library Association. All rights reserved

Review

"Effective selling begins with a steady supply of leads. This book gives them practical answers and useful tools." -- —Neil Rackham, researcher, writer and author of SPIN Selling.<br /><br />"In business, standing out is critical to success, and Joanne Black hits a home run with NO MORE COLD CALLING." -- —Jane Edwards, President, Creed & Creed International<br /><br />"Joanne Black’s NO MORE COLD CALLING provides a system that will heat up your business—and your career"" -- —Susan RoAne, author of The Secrets of Savvy Networking and How To Work a Room®<br /><br />"No More Cold Calling is a simple, straightforward, step-by-step guide on how to get all the great prospects you'll need." -- —Michael S. Clouse, Editor-in-Chief, Nexera e-NewsT<br /><br />"Referrals are the Holy Grails of selling. NO MORE COLD CALLING shows you how to get great referrals every day." --—Jeffrey Fox, bestselling author of Secrets of Great Rainmakers

More About the Author

There is no such thing as a warm call, a warm email, or a warm knock on the door. Your outreach is either cold or hot. Prospects expect a call or they don't. And the only way to make hot connections is with a referral introduction. I'm committed to helping you build skills and implement referral selling programs that change the way you sell.

I began actively consulting with clients in 1996 when I developed a system based on the premise that building relationships and getting referrals generate sales faster and more cost-effectively than cold-calling.

My sales, management and training experience spans decades and crosses multiple industries. My hands-on and no-nonsense approach to the business of sales has made my company, and brand, No More Cold Calling a respected and sought-after partner for clients in business-to-business sales.

Pick Up the Damn Phone!, is my second book and it's simple message of making real connections is resonating with readers around the world.

Take a few minutes to visit my site at www.nomorecoldcalling.com or contact me directly at

Joanne@nomorecoldcalling.com

415-461-8763

Customer Reviews

4.3 out of 5 stars
5 star
13
4 star
3
3 star
0
2 star
1
1 star
2
See all 19 customer reviews
I purchased Joanne's book and received it Monday..
Jack
If you have ever sold for a living, even for a short time, you probably have had to make cold calls.
Craig Matteson
This book is sound, clear, practical, and invaluable.
Maryann Wetzork

Most Helpful Customer Reviews

Format: Paperback
If you have ever sold for a living, even for a short time, you probably have had to make cold calls. There are lots of books, methods, and programs to help salespeople make cold calling more of a methodical process than the severe emotional challenge many people find it to be. While I never found making the cold calls particularly painful, I did find them a horrible waste of time. However, sometimes it seemed necessary.

The author of this book, Joanne S. Black, calls herself the Queen of Referral Selling. She has a very compelling method that you can use to get a much higher conversion rate from referral selling than you could ever get from cold calling. She even explains how to transition to it in an environment that rigorously enforces cold calling.

I like the way she lists a great many objections and explains how to get past them. In my own selling experience, I always tried to get and use referrals as much as possible. Frankly, I wish I had thought to be as systemic in the approach as the author of this book. Or that I had been able to get this book sent back in time to help me. But it is here now and it can help you. Buy it, read it, use it and you will enjoy the success you get. And I believe that you will move away pretty quickly from cold calling because you will have so many more effective hot leads to follow up with that there just isn't time to call strangers.

Reviewed by Craig Matteson, Ann Arbor, MI
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
29 of 39 people found the following review helpful By William Burns on July 11, 2006
Format: Hardcover
I ordered the book expecting the breakthrough system advertised on the cover. Instead, the book is about going to networking events to meet people to trade referrals with. I guess that's ok if that's your thing but it's not mine, it sure never got me anywhere, heck, the top sales guys I know won't even bother with those events. The first 100 pages are spent just trying to convince you that referral selling is the only way to sell. Ok so cold calling is out but I don't think referral selling is the only option.

I might have given the book a better rating if the cover told the truth and I knew I was buying a book about going out to networking mixers. Referral selling is old news and there are plenty of other books about it. I feel let down by what I got. And you know what? The book isn't half bad if going to networking events is your thing. That's why I gave it better than one star. But why not tell people what they're getting up front? The author needs to study up on relationship selling because you sure don't build good relationships by promising one thing and delivering another. And why are all the 5-star reviews from people in her area in CA?
1 Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
16 of 21 people found the following review helpful By Ivan J. Weiss on November 24, 2007
Format: Hardcover
I agree that cold calling is out and referral selling yields higher sales volume. I am already practicing this in my business and record about 1 million in sales annually (2nd in my organization) doing this. I wanted to increase my performance so I bought this book.

I was dumbfounded. I am only 1/2 way through it and all I hear about is why referral selling is great and how the author succeeded in it. Great, but when does the author start sharing????

Normally, I can plow through business books as they really hold my interest. However, this one I cannot read through quickly because the 1st 1/2 is sooooo repitive and to be honest I am tired of hearing the author pat herself on the back.

To be fair, keep in mind I only read 1/2 thus far. But, I am NOT happy with my purchase.....
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
3 of 3 people found the following review helpful By McElligot's Pool on January 10, 2011
Format: Paperback
Not to repeat other reviews too much, but this book was disappointing. Author spends waaaay too much time trying to justify her position (networking/referrals is THE way to sell) - perhaps so much justifying is because, at the root of it, the author isn't sure herself? Or maybe she just likes to pat herself on the back - a lot - as others have suggested.

Can referrals grow your business? Certainly! Is networking the best way to accomplish getting referrals? Doubtful. Should we all stop cold-calling? Not based on this book...

Seems this book mostly sells on its title. The dislike that most sales people have for cold-calling (ask 100 sales people to name their LEAST favorite activity and 99 will rank paperwork and cold-calling in their top two least faves) is a great motivator to buy a book like this. Unfortunately, you can't judge a book by its cover (or title...) and this one fails to deliver once you get inside. Big seller? No doubt. But its sales likely have far more to do with the title than the content.

Wonder how many people reading this book feel victimized by a yet less enjoyable sales practice than the cold call - bait and switch...
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Tracy Congdon on June 11, 2010
Format: Paperback
I have been reading sales books for the past 15 years and probably about a minimum of 2 a month so over 300 books later I come across "No More Cold Calling," as a salesman these were fantastic words to me, especially in the field of merchant services! I jumped at the chance to pick up this book and study it cover to cover and it has not disappointed. With in the first few chapters there were ideas that really made sense, some I even heard before but finally put in terms that really worked for me. Joanne paints such a perfect picture of referral selling that anyone who takes the time to read this book and do the assignments through out it can't fail, but for those who expect to skim read and flip through the pages they will be wondering where the success is. There is no magic bullet (I have looked.) A little reading and some homework mixed with a little practice and results WILL happen I am here to tell you. I am a student of her techniques and this book has become a reference that is always at my side and my sales have shown measurable improvement. Just ask my boss he has recently asked what I have been doing different since not only are my sales higher but so are the dollar amounts of my sales and my attitude at the end of the day is just off the charts. I spend my days presenting, selling, and writing up deals versus facing the constant up hill battle of showing up unannounced and getting my "nose bloodied" cold calling. Showing up not only expected but finding potential clients eager to meet with me was such a refreshing change I can't fully explain just how good it feels! I can truly say it has impacted many areas of my life as I feel so much more fulfilled doing what I love doing and not feeling just wore out and stressed trying to meet those end of the month quotas. Thank you Joanne for breathing life back into my career!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Product Images from Customers

Most Recent Customer Reviews

Search
ARRAY(0xa3edfb34)

What Other Items Do Customers Buy After Viewing This Item?