Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off [Paperback]

Paul S. Goldner (Author)

Book Description

Publication Date: October 2, 1995

This guide contains proven tips and techniques for successfully employing the "cold call" in the selling cycle, giving readers the competitive edge they need for achieving big profits. The book is filled with ideas for increasing success, ideas that have worked for the author time after time. It outlines a step-by-step approach to developing a complete selling system that works, including: how to become "rejection proof"; how to dissect the cold call; how to create a personalized script; and how to enhance the probability of success by following the "ten commandments of prospecting".

Product Details

• Paperback: 160 pages
• Publisher: AMACOM; First Edition edition (October 2, 1995)
• Language: English
• ISBN-10: 0814478808
• ISBN-13: 978-0814478806
• Product Dimensions: 8.9 x 5.9 x 0.5 inches
• Shipping Weight: 9.6 ounces
• Average Customer Review: 4.1 out of 5 stars  See all reviews (13 customer reviews)
• Amazon Best Sellers Rank: #745,311 in Books (See Top 100 in Books)
  • #60 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing

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Customer Reviews

Most Helpful Customer Reviews

38 of 40 people found the following review helpful:

5.0 out of 5 stars GOLD!!! Read This, Practice This, and Benefit!, August 28, 2000

By 

Paul Martin (Waukesha, WI USA) - See all my reviews

This review is from: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off (Paperback)

Unlike many self-help or how-to books, this book is written by someone who makes a living by cold calling, and loves it!

In the book he says, "For me, heaven will be a small room with a telephone and a never-ending list of prospects." That's sick!!! No. That's author Paul S. Goldner who points out how terrified he was when he first started cold calling, and how ineffective his cold calling was while working for an employer.

It wasn't until he formed his own business, that he came to the realization of how important prospecting was, that he forced himself to improve his cold calling skills.

This book focuses on the Planning and Prospecting phases of the sales cycle, and will help you turn your fear of cold calling into desire. Topics covered include: Smart Prospecting, Becoming Rejection-Proof, Cold Call Examples, Handling Objections, Working With Voice Mail, What To Do When You Reach An Administrative Assistant/Secretary, Examples of Letters to Follow Various Cold Calls, etc.

This book is the real deal, only about 150 pages, but loaded with information. Master his methods, and your business/sales should certainly flourish!

35 of 37 people found the following review helpful:

5.0 out of 5 stars The author lives by selling by phone -> expert, July 13, 2001

By 

John C. Dunbar (Sugar Land, TX United States) - See all my reviews
(REAL NAME)   

This review is from: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off (Paperback)

I am biased in that I want to read a book by someone who has actual experience in the field. In the case of teleselling, I want someone who sells mostly by the phone. At least, they have to prospect by phone. This author states:

"I will be selling right up until my last breath... For me, heaven will be a small room with a telephone and a never-ending list of prospects... you cannot succeed at what you do not love. I am going to work very hard on making you love to prospect."

and

"I have two businesses of my own and attribute much of my success to my cold calling prowess... I have developed a prospecting and business development system that works!"

I'd say that this author is well qualified and, the book turns out very well.

At first I thought that my kind of business couldn't use teleselling: it was much too dignified. Then (this is a true story) I was sitting in a clients office reviewing my computer designs when I heard the client play back his voice messages outloud. One was from a competitor who was selling the same kind of services I provided. How could this be? I listened very closely and was extremely impressed with his technique. And had I been that customer receiving that call earlier, I might have responded to their prospecting call.

This book is highly recommended.

12 of 14 people found the following review helpful:

5.0 out of 5 stars A Must-Read If You Depend On Cold Calls to Close More Sales, March 28, 2000

By 

MIke Stewart (Atlanta, GA) - See all my reviews

This review is from: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off (Paperback)

Paul Goldner provides invaluable clues, tools, and techniques to help you find and close more customers. His ideas are practical and applicable in the real world of professional selling. As a professional sales trainer, I recommend this book frequently.