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

~ (Author)
Key Phrases: referral selling, referral spirit, business through referrals, Referral Source, Ideal Customer, Business Buddy (more...)
4.4 out of 5 stars  See all reviews (17 customer reviews)

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Customers buy this book with Never Cold Call Again: Achieve Sales Greatness Without Cold Calling by Frank J. Rumbauskas Jr.

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  • This item: No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust by Joanne S. Black

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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 --This text refers to the Hardcover edition.


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.

"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

"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®

"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

"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 --This text refers to the Hardcover edition.

Product Details

  • Paperback: 256 pages
  • Publisher: Business Plus (April 13, 2007)
  • Language: English
  • ISBN-10: 0446695386
  • ISBN-13: 978-0446695381
  • Product Dimensions: 8 x 5.5 x 0.9 inches
  • Shipping Weight: 8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon.com Sales Rank: #293,383 in Books (See Bestsellers in Books)

More About the Author

Joanne S. Black
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Customer Reviews

17 Reviews
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 (3)
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 (1)
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Average Customer Review
4.4 out of 5 stars (17 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
22 of 25 people found the following review helpful:
2.0 out of 5 stars Not really what I expected, July 11, 2006
By William Burns (East Hartford, CT) - See all my reviews
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?
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6 of 7 people found the following review helpful:
1.0 out of 5 stars Really Disappointed, November 24, 2007
By Ivan J. Weiss (Commack, NY) - See all my reviews
(REAL NAME)   
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.....
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3 of 4 people found the following review helpful:
5.0 out of 5 stars How to use your sales time more effectively through referral selling, November 2, 2007
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
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Most Recent Customer Reviews

4.0 out of 5 stars Dynamic method of referral selling
Joanne S. Black calls herself the "Referral Queen," a sobriquet that suits her well. She tells you how to stop spending your life converting about 2% of your cold calls into sales... Read more
Published 14 months ago by Rolf Dobelli

5.0 out of 5 stars If You Want to Increase Sales...
read this book! Joanne Black offers a fresh perspective about how to use referrals to build revenue in today's competitive market. Read more
Published on May 30, 2007 by Carol M., Frohlinger

5.0 out of 5 stars How to Get More Referrals
If you're not asking for and leveraging referrals to increase your sales, you're making a big mistake. Read more
Published on January 29, 2007 by Jill Konrath

5.0 out of 5 stars No More Cold Calling
For highly skilled and experienced salespeople, this book is especially incredible. It provides breakthrough thinking. I have been a successful cold call person for 20 years. Read more
Published on January 9, 2007 by Ellen Elwell

4.0 out of 5 stars Interesting approach to an age old topic
I found the authors approach interesting and applicable. While it is an age old topic, it is certainly not an easy one. Read more
Published on September 11, 2006 by G. E. Kugler

5.0 out of 5 stars Putting the personal back into the art of sales
Much of the current day thinking and practice about sales is based on talking to as many people as possible, quickly, with the idea that these brief encounters will result in the... Read more
Published on July 26, 2006 by Evi Kahle

5.0 out of 5 stars No More Mysteries
Joanne takes the mystery out of referral selling. She gives the real story that moved me from a salesperson who says "it's a numbers game" to a consultant who says "it's who you... Read more
Published on July 14, 2006 by Ray Simon

5.0 out of 5 stars A Practical New Look at Getting and Giving Leads
When I started my own accounting and general business consulting company in 1997, I knew that I needed to find a way to market my services, and I was determined to find a better... Read more
Published on June 9, 2006 by Maryann Wetzork

4.0 out of 5 stars Only Work With Your "Ideal Clients"
Engaging, fun and simple to implement. The power of this book is that I know what Joanne says in this book is true, and, if you are in sales, then you probably know as well. Read more
Published on June 5, 2006 by Charles N. Vezinaw

5.0 out of 5 stars Joe DeLucchi, VP & Sales Mngr of CAL Insurance & Associates, Inc.
As the VP and Sales Manager of a regional insurance brokerage I have to say that Joanne's book was absolutely terrific. Read more
Published on May 30, 2006 by Joseph Delucchi

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