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No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust Hardcover – April 14, 2006
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Top Customer Reviews
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?
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
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.....
Can referrals grow your business? Certainly! Is networking the best way to accomplish getting referrals? Doubtful. Should we all stop cold-calling? Not based on this book...
Seems this book mostly sells on its title. The dislike that most sales people have for cold-calling (ask 100 sales people to name their LEAST favorite activity and 99 will rank paperwork and cold-calling in their top two least faves) is a great motivator to buy a book like this. Unfortunately, you can't judge a book by its cover (or title...) and this one fails to deliver once you get inside. Big seller? No doubt. But its sales likely have far more to do with the title than the content.
Wonder how many people reading this book feel victimized by a yet less enjoyable sales practice than the cold call - bait and switch...