Power Prospecting: Cold Calling Strategies For Modern Day Sales People - Build a B2B Pipeline. Teleprospecting, Lead Generation, Referrals, Executive Networking. Improve Selling Skills. [Paperback]

Patrick Henry Hansen (Author)

Book Description

Publication Date: June 1, 2007

Patrick Henry Hansen's Power Prospecting draws on some of history's most compelling moments to teach modern prospecting principles--Aristotle's banishment from Plato's Academy, Robert Bruce's victory at the battle of Bannockburn, mountain man John Colter's miraculous escape from Blackfeet Indians, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Build a B2B pipeline, improve teleprospecting and selling skills, increase lead generation, referrals, and executive networking.

Editorial Reviews

Review

"Patrick's link between history and sales is very entertaining, but more importantly, very relevant to modern sales and marketing professionals. If you are interested in dramatically improving sales results, read these books." --Dr. Stephen R. Covey, author of, The 7 Habits of Highly Effective People

"This fast-moving book shows you how to get more and better prospects, easier that you ever thought possible." --Brian Tracy, author of, The Psychology of Achievement

"Patrick's use of history to teach modern methods of sales and marketing is remarkable - an inspiring, captivating read." --Larry King, former host, CNN

I HATE cold calling! What a senseless waste of time! That is what I used to say, until our group was trained by Patrick Henry Inc. I'm glad to have this book in my library. It teaches you how to put together the language of a cold call so you aren't getting hang ups in the first second. --I have had five times the success after using the principals taught in this book!

We had a workshop with Mr. Hansen about six months ago and I couldn't wait for his books to come out. Don't get me wrong, I HATE cold-calling. The problem is, that after inculcating these simple principals into cold calling, my pipeline has grown over 50% in QUALIFIED LEADS and over 90% in DOLLARS in the last six months. After reading this book, I can tell you it was worth the wait. Learn how to not waste your prospects time --or yours! Let your competition abandon cold-calling or struggle with inept cold calling strategies that don't work.

Review

I HATE cold calling! What a senseless waste of time! That is what I used to say, until our group was trained by Patrick Henry Inc. I'm glad to have this book in my library. It teaches you how to put together the language of a cold call so you aren't getting hang ups in the first second. I have had five times the success after using the principals taught in this book!

See all Editorial Reviews

Product Details

• Paperback: 243 pages
• Publisher: Brave Publishing Inc; Second edition (June 1, 2007)
• Language: English
• ISBN-10: 1932908099
• ISBN-13: 978-1932908091
• Product Dimensions: 8.8 x 6 x 0.5 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #156,563 in Books (See Top 100 in Books)

More About the Author

Patrick Henry Hansen is the best selling author of the book series From Great Moments in History which includes, Power Prospecting, The DNA Selling Method, Winning Sales Presentations and Sales-Side Negotiation. Patrick is one of America's top business trainers and foremost authority on prospecting, selling and negotiating. His firm, Patrick Henry International, provides corporate trainings and executive retreats. Over the last ten years, Mr. Hansen has taught prospecting, selling, presenting and negotiating principles to a global clientele in the U.S., Canada, England, Germany, South Africa, Australia, Mexico, New Zealand and in 49 States. Mr. Hansen's unique approach of using history to introduce and reinforce selling skills and principles has been enthusiastically greeted by training participants and corporate executives. Using captivating events, he applies historical principles to the sales environment making his workshops, presentations, books and podcasts interesting, memorable and applicable. Mr. Hansen is a recognized sales and marketing expert in United States Federal Courts, graduated from Brigham Young University with a Bachelor's Degree in Political Science and lives in Salt Lake City, Utah with his wife Laura and their six children.
www.patrickhenryinc.com

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars Powerful Reminders for Sales People, January 28, 2008

By 

Mr. Kenley C. Vogt "kcventures" (Penfield, New York 14526) - See all my reviews
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This review is from: Power Prospecting: Cold Calling Strategies For Modern Day Sales People - Build a B2B Pipeline. Teleprospecting, Lead Generation, Referrals, Executive Networking. Improve Selling Skills. (Paperback)

This is a key element that is touched on in the DNA Selling Method book. Mr. Hansen has a delightful way of writing using historic examples to illustrate his key points. The book is an easy read and is very useful for both the new sales person as well as the "old war horse" that wants to hone his/her prospecting skills. Cold Calling is still needed and this book helps generate new business that every company and sales person needs if they want to grow. This book helped me overcome my fear of cold calling. I saw him at an Upstate New York sales kick off meeting, he writes like he talks which is very entertaining. This is an easy read and has great insights.

4 of 4 people found the following review helpful:

5.0 out of 5 stars Amazing...if only I had this 20 years ago!, April 19, 2007

By 

N. Cocozza (San Jose, CA) - See all my reviews
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This book is absolutely a "must" read for any sales professional or manager. Whether you want to improve your own results or those of your team or company. This book gives a path to Prospecting Nirvana. It is simple, yet very powerful and is brutally honest about why Prospecting is such a hige problem in the sales profession. With this book in hand a rookie or a veteran can see dramatic results. Can't wait to read the rest in the series!

3 of 3 people found the following review helpful:

5.0 out of 5 stars Stephen C. Kunzler, July 9, 2009

By 

Patrick Henry Hansen "Best selling author, sa... (Salt Lake City, Utah) - See all my reviews

I HATE cold calling! What a senseless waste of time! That is what I used to say, until our group was trained by Patrick Henry Inc. I'm glad to have this book in my library. It teaches you how to put together the language of a cold call so you aren't getting hang ups in the first second. I have had five times the success after using the principals taught in this book!