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Sales Prospecting: The Ultimate Guide To Referral Prospecting, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call Paperback – February 3, 2014
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From the Author
In my 40 years selling, studying and testing sales techniques and selling strategies, I'm discovered something....
Your income as a salesperson doesn't grow steadily over the years. It grows in leaps and bounds. It takes a jump and then plateaus. What causes these leaps? A new sales prospecting strategy, a tested technique you learned from a mentor, a new approach that excites you......
This book can give you that next leap up.
In my career, I've been fortunate enough to meet top salespeople in dozens of different industries. The vast majority of what I have learned about selling, I've learned from top salespeople in industries other than my own. Once you understand why a sales technique works, you can apply it to any type of selling.
So if you are asking, "Will the sales prospecting methods I learn in this book work in my business?".... the answer is Yes.
If you decide to read my book, I can promise you this; Everything you read is true. Every sales prospecting strategy and sales technique is tested and works.
You're getting my best stuff, for the price of a sandwich.
I hope you like it.
About the Author
Claude Whitacre has been selling for nearly 40 years. He has broken company sales records, been a keynote speaker at industry conventions and trade shows, and still makes sales to test ideas and teach what works. He is regularly asked to speak for business owner groups on selling, and how to dramatically increase sales. Claude speaks to groups of business owners and salespeople... and nobody else. Claude is the author of several books on selling. Claude and his wife Cheryl live in the small college town of Wooster Ohio.
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Top customer reviews
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"Phone faster.. in 1 hours time you’ll get a couple of solid appointments if you phone fast. Then you’ll say, “Wow, this works”. If you call only a few every hour, it will feel like you never get an appointment. “It doesn’t work.. I called for a whole hour!”. Phone faster."
Now, the only CHALLENGE with that...if you want to use a list of pre-qualified prospects rather than the Yellow Pages shotgun approach...is that you either have to purchase the list or compile it yourself. Decent, "scrubbed" lists cost a lot of money. Do-it-yourself lists are the best, because you can be assured of their accuracy before you pick up the phone or walk in, but it takes many, many hours to come up with even the smallest of lists. That's true of what I do...Web Design. For your product or service it might take more time, it might take less.
Claude doesn't really offer a solution for that obstacle, he just assumes you're reading the book on the other side of it. He does offer a few list sources, but sometimes a low budget means no budget, and when it comes to "free" list brokers, you get what you pay for. Unless you can afford the best list available, you really are better off investing the sweat equity and compiling it yourself.
What I like BEST about Claude's philosophy...the source of my 4 star rating overall for the book...is his "care while not caring" principle. You have to care enough to pick up the phone or hit the streets, yes. But you have to immunize yourself against "caring" about prospects who don;t want what you have to offer. That's where most salespeople slow down or stop...they take the rejection personally, which is foolish, because it's never really a "personal" exchange with a prospect on first contact anyway, unless you're coming to them via a referral.
This is a book for WORKING salespeople...he's not teaching any tricks or gimmicks here. It's more "old school" than some of the modern sales gurus like Jeffrey Gitomer. I would not say that this is the one and only book on sales that you should own. I would say that you should own it, that you should learn as much from it as you can, and add it to the well-rounded knowledge you have gained from other sources. Study the "sales dogs" like the immortal Zig Ziglar and Brian Tracy. Get a couple of Gitomer books like "The Sales Bible" and "The Little Red Selling." Add Claude's expertise to that mix and you will be one empowered individual, ready for success.
The fact is, I've been looking for books on cold calling for a while, because I want to expand my client base FAST, but they all seemed to be too complicated - and intimidating. Or too involved, with too much lead time involved, or costly "lumpy mail" to be sent first, too many different scripts to use, and so on.
And then I found Claude Whitacre's book...
What seemed to be complicated and intimidating before now feels more like a "just do it" task. He shows us how to quickly sort through the people who are not interested to get to the few that are. And sell to THOSE. For the first time ever, I'm actually kind of excited about cold calling.
I started reading this book on my Kindle and kept bookmarking pages, but halfway through, I decided to switch to the cloud version and go back in order to simply create a cheat sheet for myself - copying over the key scripts I'd be using. Now I have just a few pages to print out and I'll be ready to get to work.
The book doesn't stop with cold calling either. There's excellent info on how to get referrals AND on how to network effectively, complete with a highly effective template for elevator pitches with the same elegant simplicity as his cold calling approach.
This book rocks! If you're trying to find more clients and are open to cold calling, I bet you'll love it too!
In short, for me, this book just reaffirms the way I think about a professional's selling process. Sometimes I wonder if I'm on the right track with the way I think. Yes, I get decent results, but having this book as an 'affirmation' of sorts is valuable in and of itself.
Alas, prospecting is the FIRST step of the sales process. You won't get many conversations if you won't prospect!
This is right where Claude's book comes in. Choosing your prospects carefully--to the point of spending MOST of your time selecting those prospects--is the #1 thing you can do to ensure your sales success. Claude shows you how to find those prospects who want to talk to someone like you...who you don't have to persuade to buy...and how to start those conversations so that they don't sound like grinding gears. If you want a more pleasant and effective experience, and to make the money you desire, this is your starting point.