All of the good stuff from the first edition, plus tons more: More examples of both B2B and B2C. An even deeper look at qualifying. More on leveraging voicemail. And of course... how to handle objections.
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Editorial Reviews
Review
I'm a Shawn Greene junkie. Any chance I get - a talk, a workshop, a book - I'm all over it. Shawn zaps in fresh energy and new things I can apply to my business every time. --Jessica Chapman, Business Strategy Consultant, Roomtobreathe.org --Jessica Chapman, Business Strategy Consultant, roomtobreathe.org
It's been said that cold calling is like pulling teeth. What Shawn Greene has lovingly provided for all of us who do telemarketing is a good dose of laughing gas --Herb DeCordova, Sales Coach, New York
This superb book hits the nail on the head. It's loaded with real truths, honest insights and profitable ideas that will transform your attitude about cold calling... It's fun to read and it will be even more fun to make bank deposits based upon what you learn. --Jay Conrad Levinson, Co-author of the Guerrilla Marketing series.
It's been said that cold calling is like pulling teeth. What Shawn Greene has lovingly provided for all of us who do telemarketing is a good dose of laughing gas --Herb DeCordova, Sales Coach, New York
This superb book hits the nail on the head. It's loaded with real truths, honest insights and profitable ideas that will transform your attitude about cold calling... It's fun to read and it will be even more fun to make bank deposits based upon what you learn. --Jay Conrad Levinson, Co-author of the Guerrilla Marketing series.
From the Author
Many years ago, I had to make 250 cold calls every Monday morning. At first, I duly read the canned script and gritted my teeth through the process. I was doing okay quota-wise, but faking self-confidence all the way. Then, one bright morning, I rebelled and used a personable approach that actually sounded like the real me. This was so successful, it helped me become the top seller in the company.
Fast-forward to developing a career in professional training: I started training others to use the same style and techniques and they, too, succeeded. Now I've translated that training workshop into a book that I believe you'll find both very useful and fun to read. --This text refers to an out of print or unavailable edition of this title.
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Most Helpful Customer Reviews
17 of 18 people found the following review helpful:
5.0 out of 5 stars
Cold Calling Dentistry,
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Amazon Verified Purchase(What's this?)
This review is from: I'd Rather Have a Root Canal Than Do Cold Calling (Paperback)
This is the best book ever on the subject of telemarketing and prospecting...often (and sadly) referred to as COLD CALLING. Written with a sense of humor and a healthy balance in the reality checkbook, it steers clear of the canned script ideas perpetuated by so many of the "sales-gurus" and focuses on achievable goals (just making the call is seen as a success) and realistic, friendly dialogue with the person on the other end. What I enjoyed most is Ms Greene's "angle" that the caller not be so-damn-clever and put him/herself in the listener's place and make the process enjoyable and informative as opposed to adversarial. Read the book, visit the website, subscribe to the free e-sales-tips and take advantage of the author's offer for a hour of free coaching. What a bargain! A fun, fresh and human approach to a necessary element of building a contact base.
13 of 13 people found the following review helpful:
5.0 out of 5 stars
Great Book, Great Coaching,
By "jnelson37" (Denver, CO United States) - See all my reviews
This review is from: I'd Rather Have a Root Canal Than Do Cold Calling (Paperback)
I initially "browsed" this book because of the title. Yes I would rather have a root canal than do cold calling was my thought at the time. I bought the book because of the content, her consultative style of writing and her practical suggestions for taking on the task of prospecting and cold calling. I have recommended the book to business associates for one other additional reason-purchase the book and get an hour of sales coaching as part of the deal. Shawn is excellent at applying her insight, experience, and knowledge to my business issues-selling Internet marketing solutions. She takes the concepts presented in the book and gives additional guidance on the realistic application to my situation. Buy the book for the cold calling framework, take advantage of the coaching for the practical application to your business situation-both are well worth the time and money.
18 of 20 people found the following review helpful:
5.0 out of 5 stars
Consultative Cold Call Book Mentions Qualifying,
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Amazon Verified Purchase(What's this?)
This review is from: I'd Rather Have a Root Canal Than Do Cold Calling (Paperback)
The thing about "Cold Calling for Women" by the "Cold Calling Queen", Wendy Weiss, is that its great, but doesn't talk about qualifying leads. Neither does "master trainer" Stephan Schiffman's "Cold Calling Techniques (That Really Work!)". That amazes me.Why do these people think that the goal of making introductory calls is just to get the appointment? They seem to think that all you have to do is get an appointment with anybody no matter what the quality of the lead is, because you have nothing better to do than spend 2 hours in traffic and 1/2 an hour at a meeting, just to qualify somebody. Shawn's book on the other hand gives great information on qualifying. In addition, it is very readable, because of its great humor. It also has a nice female perspective on a field typically dominated by men, men who have given cold calling a bad name. It is men that need to realize that they have a lot to learn about communication, and its about time to start using some of those skills females are supposedly better at, like listening and asking questions. My conclusion is its a great book, that is very practical and useful. As a side note, I think its fascinating all of this consultative selling stuff has popped up along with the new feminism and I think its great.
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Inside This Book
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First Sentence:
I was about to deliver my first telemarketing workshop. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
root canal effect, gatekeeper scripts, dials goals, handling common objections, quarterly strategy meeting, purchasing power program, commercial insurance broker, good business fit, sales conversation, current broker, changing brokers, qualifying questions, ask for the next step, calling consumers, most prospects, give general information, calling session, handling objections Key Phrases - Capitalized Phrases (CAPs): (learn more)
Prospect Script, Rest of Format, Good Credit, Scripting Exercise Rescue This Script, Sally Jones, Preventing Frustration Who, Preventing Frustration Introduction, Jasmine Catering, Qualifying Questions Example Business-to-Consumer, Business-to-Business Example, Mark Twain, Scotts Valley, Business-to-Consumer Example, Contact Scripts Formats Comparison Format, Smith Interiors, Shawn Greene, Trade Shows, Too Young, Jon Paul, Please Fancy Analysis, Bad Example, Crystal Communications Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
I was about to deliver my first telemarketing workshop. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
root canal effect, gatekeeper scripts, dials goals, handling common objections, quarterly strategy meeting, purchasing power program, commercial insurance broker, good business fit, sales conversation, current broker, changing brokers, qualifying questions, ask for the next step, calling consumers, most prospects, give general information, calling session, handling objections Key Phrases - Capitalized Phrases (CAPs): (learn more)
Prospect Script, Rest of Format, Good Credit, Scripting Exercise Rescue This Script, Sally Jones, Preventing Frustration Who, Preventing Frustration Introduction, Jasmine Catering, Qualifying Questions Example Business-to-Consumer, Business-to-Business Example, Mark Twain, Scotts Valley, Business-to-Consumer Example, Contact Scripts Formats Comparison Format, Smith Interiors, Shawn Greene, Trade Shows, Too Young, Jon Paul, Please Fancy Analysis, Bad Example, Crystal Communications Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
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