The Complete Idiot's Guide to Cold Calling (Paperback)

~ (Author) "Well, here we are at the start of your journey into prospecting..." (more)
Key Phrases: cold calling reluctance, own prospecting system, prospecting conversation, Cold Medicine, Cold Calling Conundrum, The Least You Need (more...)

Editorial Reviews

Review

"Now there is a single source - this book - that gives you the step-by-step, word-by-word instructions you need to get in front of more people and make more sales than ever before. Keith Rosen has brought together, in one book, the very best techniques for getting more and better appointments ever written in the field of sales."
—Brian Tracy, author, Advanced Selling Strategies

Product Description

Does this sound familiar? "If I can just get in front of more qualified prospects, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge."

You're no idiot, of course. You can talk shop with any customer who enters your store, asks questions over the phone, or seeks out your specific product or service. But when comes to prospecting for new customers, you'd rather have a root canal!

After coaching thousands of salespeople, Keith Rosen, one of America's favorite Sales coaches and trainers, has developed a proven process that anyone could follow to achieve incredible success at attracting more prospects and it's all outlined in his book, The Complete Idiot's Guide to Cold Calling.

The fact is, most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust that generates greater, consistent results.

Anyone can generate new business and make more money with the right prospecting system. So, if you love to sell but hate (or don't like) to prospect, The Complete Idiot's Guide to Cold Calling is your roadmap to cold calling success; showing you exactly how to get in front of the right prospects in less time and create more selling opportunities without the fear, pressure or anxiety associated with cold calling, prospecting or self-promotion. In this guide, you get:

* Tools, templates and strategies to create your own painless prospecting and follow-up system that will attract new prospects-and convert them into sales.
* Advice on how to find the best prospects-and avoid those who aren't qualified.
* Suggestions on coping with rejection, boosting your self confidence, eliminating call reluctance, managing a healthy prospecting mindset, and ensuring prospects will listen to what you have to say.
* Methods for establishing a rapport with prospects, understanding their needs, and getting them interested in how your product or service will benefit them.
* The hidden secrets of effective networking and to generating a steady stream of referrals.
* An infallible follow-up system that will keep your name in front of each prospect and protect you from losing sales to your competitors, up until the time they are ready to buy so that you never "Drop the ball" again.

You will also discover how you can:

* Create your MVP (Most Valuable Proposition) that separates you from your competition.
* Craft the compelling reasons that would motivate a prospect to speak with you.
* Prevent and defuse initial objections such as, "I'm not interested," "We don't have any money now" or "Call me back later."
* Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
* Compose winning voice mail messages that will ensure more return calls.

So, whether you are an entrepreneur, a business owner, a non-selling professional, a seasoned sales veteran or are just beginning your career in sales, after reading this book you will actually want to prospect!

Product Details

• Paperback: 336 pages
• Publisher: Alpha (August 3, 2004)
• Language: English
• ISBN-10: 1592572278
• ISBN-13: 978-1592572274
• Product Dimensions: 8.9 x 5.9 x 0.8 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (22 customer reviews)
• Amazon.com Sales Rank: #34,342 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

16 of 16 people found the following review helpful:

5.0 out of 5 stars Thousands of Dollars Worth of Advice for Pennies a Lesson, October 5, 2004

By	Terry Nicholetti "Chief Encourager" (Washington DC) - See all my reviews (REAL NAME)

If you are reading this, you probably have to cold call for your business, and may not have really liked or been successful at it. After over 30 years sales experience with sporadic success, I isolated my problem - I did not know how to organize the information from the many initial leads I acquired - I did not have a prospecting system. So I made the best professional decision ever - to hire Keith Rosen as my sales coach and learn his prospecting system. Then I had the privilege of reviewing the early draft of the Complete Idiot's Guide to Cold Calling. Reading Keith's text was almost like having him right there on the phone - sharing his wisdom-based-on-experience, and encouraging me to find my own version of his Routine for Results - so I could achieve my goal of scheduling three of my sales seminars per week. Here are the results I've experienced because I committed to implementing my own version of Keith's process: 1) I've gone from 1-2 qualified prospects per month to 5-10 per week. 2)I've gone from not following up on more than 10% of leads to following up on 90% 3) I've gone from scheduling 1-2 seminars per month to scheduling 1-3 seminars per week, with more in the funnel. 4)I've gone from the stress of having piles of business cards that I can't even remember where they came from to the peace of managing a data base of contacts for results 5)I've gone from hearing my publisher say "Your seminar is great - now you need to do more of them" to "You're doing great! Keep up the good work!" Keith's system works. Buy the book and try it. Experience the stress relief. And bring your ROI to the bank!

15 of 15 people found the following review helpful:

5.0 out of 5 stars The Best Book for Mastering Cold Calling, September 3, 2004

By	Lisa R. (New York, NY) - See all my reviews

Keith has an amazing ability to partner with the reader to break down the fears he/she can have cold calling. He does this by giving the reader the tools to create a cold-calling process making the calls not-so-cold. By focusing on a quality, well-laid out process and not just the possible end result, he helps the reader reduce (and eventually eliminate) the fear in cold calling. He can help the reader come up with scripts using an individual's natural language, draw up probing questions to evaluate prospects, and establish a routine to enable the reader to continuously keep that prospecting pipeline full--the key to any salesperson's on-going success. Keith is a wonderful teacher, who currently uses the tactics he teaches--high on the credibility chart in my book. I have had success using Keith's process and I encourage anyone else who cold calls to get a copy of this book. A truly wonderful book that is easy to digest and implement--if you are committed to being successful!

16 of 17 people found the following review helpful:

5.0 out of 5 stars Not Just About Cold Calling But New Prospecting Ideas, Too!, October 11, 2004

By	Keith Harmeyer (New York, NY USA) - See all my reviews (REAL NAME)

Who hasn't at some point in his or her career sat staring at the phone, paralyzed at the prospect of picking up the receiver and making that dreaded call? For most of us, cold calling is the weakest link in our chain of selling effectiveness. This book puts it all together, step-by-step, and shows you how to turn this greatest of challenges into your own personal secret weapon. Plus other outstanding prospecting ideas that will help bring in even more business. There is very, very good stuff here, on every page. This book should be required reading for every business person everywhere.