Buy Used

Used - Good See details

$3.99 & eligible for FREE Super Saver Shipping on orders over $25. Details

114 used & new from $0.01

See All Buying Options

Have one to sell? Sell yours here

See all product images
See 1 customer image

Share your own customer images

Search inside this book

Tell the Publisher!
I�d like to read this book on Kindle

Don�t have a Kindle? Get your Kindle here, or download a FREE Kindle Reading App.

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

Paul S. Goldner (Author)

4.1 out of 5 stars See all reviews (13 customer reviews)

Available from these sellers.

16 new from $0.93 98 used from $0.01

Formats	Amazon Price		New from	Used from
Paperback Paperback Available from these sellers. Publisher: AMACOM Published: October 2, 1995	--		$0.93	$0.01
Unknown Binding Unknown Binding	--		--	--

Customers Who Bought This Item Also Bought

Selling to Anyone Over the Phone

by Renee P. Walkup

4.6 out of 5 stars (29) $10.17

Successful Cold Call Selling: Over 100 New Ideas, Scripts, and Examples From the Nation's Foremost Sales Trainer

by Lee Boyan

3.8 out of 5 stars (9) $10.86

Cold Calling Techniques: That Really Work

by Stephan Schiffman

3.9 out of 5 stars (65) $9.95

SPIN Selling

by Neil Rackham

4.2 out of 5 stars (118) $19.77

Prospecting Your Way to Sales Success

by Bill Good

4.0 out of 5 stars (21) $23.50

› Explore similar items

Editorial Reviews

Product Description

Drawing on the author's vast enthusiasm and insights acquired over a successful career, this book outlines valuable strategies and techniques for developing a complete selling system that works. Readers will learn what sales prospecting really is and why it's a key element in any winning sales formula.

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 Bestsellers Rank: #184,214 in Books (See Top 100 in Books)
#13 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing

Would you like to update product info or give feedback on images?

More About the Author

Discover books, learn about writers, read author blogs, and more.

› Visit Amazon's Paul S. Goldner Page

Inside This Book (learn more)

First Sentence:
Prospecting and business development are possibly the most crucial elements in your selling success formula. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
lower total cost solution, selling point number, business development cycle, cold call script, development testing facility, cold calling script, visit goals, prospecting process, sales pipeline, business development strategy, purchased information, professional selling, corporate literature, unique selling points, prospecting calls, prospecting activity, selling success, selling career, sales cycle, most salespeople, sample script

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Office Tech, Robert Jones Director of Administration, South Salem Avenue Lower Newton Falls, Ten Commandments of Prospecting, Bob Charles, Susan Simms Account Manager, Cold Calling Tool Kit, Dale Carnegie, Great God of the Sale, Great God of the Scale, Publishing Company, United States, Bill Smith, Toastmasters International

New!
Books on Related Topics | Concordance | Text Stats

Citations (learn more)

This book cites 6 books:

Think and Grow Rich: The Landmark Bestseller--Now Revised and Updated for the 21st Century by Napoleon Hill on page 11, page 46, and Back Matter
Think and Grow Rich by Napoleon Hill on page 11, page 46, and Back Matter
How to Make it Big in the Seminar Business by Paul Karasik on page 121, and Back Matter
The 7 Habits of Highly Effective People by Stephen R. Covey on page 14, and Back Matter
Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials) by Harvey B. Mackay in Back Matter

See all 6 books this book cites

3 books cite this book:

Value-Based Marketing for Bottom-Line success : 5 Steps to Creating Customer Value by J. Nicholas DeBonis in Back Matter
Million Dollar Consulting (TM) Toolkit: Step-By-Step Guidance, Checklists, Templates and Samples from "The Million Dollar Consultant" by Alan Weiss in Back Matter
Winning Every Time: Secrets to Sales Success by Marvin C. Himel on page 120

Books on Related Topics (learn more)

CustomerCentric Selling by Michael T. Bosworth

Discusses:

Cold Calling Techniques by Stephan Schiffman

Discusses:

How to Master the Art of Selling by Tom Hopkins

Discusses:

Advanced Selling Strategies by Brian Tracy

Discusses:

What Do Customers Ultimately Buy After Viewing This Item?

	69% buy the item featured on this page: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off by Paul S. Goldner Paperback 4.1 out of 5 stars (13)
	17% buy Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off by Paul S. Goldner Paperback 4.8 out of 5 stars (4) $15.34
	5% buy SPIN Selling by Neil Rackham Hardcover 4.2 out of 5 stars (118) $19.77
	5% buy Cold Calling Techniques: That Really Work by Stephan Schiffman Paperback 3.9 out of 5 stars (65) $9.95

› Explore similar items

Tags Customers Associate with This Product

(What's this?)

Click on a tag to find related items, discussions, and people.

sales(3)

cold calling(2)

brian tracy(1)

jeffrey gitomer(1)

presentations(1)

prospecting(1)

techniques(1)

telemarketing(1)

Agree with these tags?

See all 9 tags...

Sell a Digital Version of This Book in the Kindle Store

If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store. Learn more

Customer Reviews

13 Reviews

5 star:		(8)
4 star:		(1)
3 star:		(2)
2 star:		(1)
1 star:		(1)

Average Customer Review

4.1 out of 5 stars (13 customer reviews)

Share your thoughts with other customers:

Create your own review

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!

Help other customers find the most helpful reviews

Was this review helpful to you?

Report this | Permalink

Comment Comment

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.

Help other customers find the most helpful reviews

Was this review helpful to you?

Report this | Permalink

Comment Comment

13 of 15 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.

Help other customers find the most helpful reviews

Was this review helpful to you?

Report this | Permalink

Comment Comment

Share your thoughts with other customers: Create your own review

› See all 13 customer reviews...

Most Recent Customer Reviews

5.0 out of 5 stars Quick read, good content
This was a very quick read and had good content. I wish it had a few more stories, but worth my money. Will re-read in the future as a primer.

Published on November 26, 2007 by jacobposey

3.0 out of 5 stars A decent intro to cold calling techniques
This book is a good introduction to cold calling, especially for someone who has never cold called, or never done it successfully. Read more

Published on September 11, 2006 by Mr. T

1.0 out of 5 stars Tired, old scripts that turn off listeners
I sell my services as a scientific consultant and I have learned that prospective clients are interested in themselves, not in me. Read more

Published on April 19, 2005 by Dr. Richard B. Shepard

5.0 out of 5 stars A must read for all sales people
This book was by far the best that I have read. The book covers all aspects of a sucessful cold calling campaign. Read more

Published on January 3, 2004

5.0 out of 5 stars A must read for all sales people
This book was by far the best that I have read. The book covers all aspects of a sucessful cold calling campaign. Read more

Published on January 3, 2004 by Luis A Ferrer

4.0 out of 5 stars Must have sales tool
I have been in sales for over 9 years and have read many books, but this book opened my eyes back up again. Read more

Published on November 3, 2003

3.0 out of 5 stars Decent, but....
Nothing new here. Want a good tonic for your sales slumps? It's called "Wall Street" and it's not a book--it's a movie. Read more

Published on May 7, 2003

2.0 out of 5 stars You have got to be kidding me
Ok, I am a new sales rep, and I thought this book would make a difference for me. Well the only difference that it made for me was in my wallet, which is unfortunately much... Read more

Published on October 29, 2002 by mpaller2

5.0 out of 5 stars What every seller should know
A great resourc

Published on June 28, 1999

5.0 out of 5 stars A must read for those in professional selling!
If you implement what Paul S. Goldner writes you will succeed! Chuck-full-of-ideas!

Published on February 17, 1998

› See all 13 customer reviews...

.jsOffDisplayBlock { display: block; } .jsOffDisplayInline { display: inline; } .jsOffVisibility { visibility: visible; } .jsOnDisplayBlock { display: none; } .jsOnDisplayNoneBlock { display: block; } .jsOnDisplayNoneInline { display: inline; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; } .jqOnDisplayBlock { display: none; } .jqOnDisplayInline { display: none; } .jqOnVisibility { visibility: hidden; } .jqOnDisplayNoneBlock { display: block; } .jqOnDisplayNoneInline { display: inline; }