Conquering Cold-Calling Fear before and after the Saleby Don Surath
Conquering Cold-Calling Fear provides the surefire shortcuts to make your sales life easier, more fun, and more successful. Combining years of sales and management experience, ability as an educator, and hands-on training from Tony Robbins, Dr. Philip LeNoble, and Harry Friedman, Don Surath created "Conquering Cold-Calling Fear Seminars" to help salespeople learn new skills and put them to immediate use. His disciples have seen their closing rates improve exponentially.
- Cypress House
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- Product dimensions:
- 5.40(w) x 8.40(h) x 0.50(d)
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The Author tends to be too focused on his radio days and his success. The book has a paragragh or two on some actual sales call handling techniques. Not many to write about.
If cold-calling is the part of your job that you put off 'til last (even though you know that cold-calling is what gets the whole process rolling), then reading this humorous, easy-to-read book is a must. It demonstrates clearly that by making the right cold calls, you actually can make fewer cold calls--and your call-to-close ratio will go through the ceiling. Reading this book gave me the tools I needed to re-focus my cold-calling technique, enabling me to move forward in the most well-thought-out, determined manner of my 15-year sales career. I am so busy now that I don't do nearly as much cold-calling as I used to do. That's because each of my calls is planned out to get directly to the decision-makers who will give the green light on the sales pitch. While each chapter of Surath's book contains indispensable pieces of wisdom, the ones that helped me the most were the chapters on establishing immediate rapport, getting the appointment, mirroring your prospect, and asking important questions in such a way that convinces the prospect that you're someone they should be talking to, encouraging them to spill the beans on info that is often impossible to access otherwise: total sales, percent of sales spent on advertising, profit margin, and more. Reading this book enabled me to land my first media sales job and to hit the ground running without looking back. While this book is a 'sales book,¿ it offers information useful to anyone who deals with the public on a regular basis. It will help you reexamine all those interpersonal skills you learned so long ago, helping you hone them to a finer edge than you ever dreamed possible.
I hate cold calling with a passion. It gives me a knot in my stomach driving to work. But small business owners need to do it to build a client base, so I have to do it. Don's book and seminar really helped me get over my fear of calling and changed my attitute about it completely. Now, I have a chance to make someone's day every time I call, which is a great feeling. So calling becomes the highlight of my day instead of the lowpoint. This book is focused on media sales, but can be helpful for anyone who has to smile and dial.
This is THE book for people in any business, particularly sales and those looking for jobs. Don writes in a down-to-earth humorous style and is an easy read. He points out in many ways that the key to most things in business and sales is relationships and how to overcome starting and maintaining them. I especially liked the 70-30 rule.
"Conquering Cold Calling Fear" is the perfect source for learning how to reach decision makers.Don breaks down the steps needed to reach the sources of employment in a fun staight forward manner. I work at a high tech firm and see highly skilled people losing jobs with no idea how to start looking for something new. I have recommend Don's book to these folks with great success. I especially like the cancellation turtle and coffee cake call chapters
User-friendly, beautifully written. An effortless read offering powerful techniques. Psychologocially sound with win-win offerings for the seller and the buyer. Everyone walks away happy. Sound psychological principals are offered that I never thought of before...that once expressed, seem so logical. Especially loved the "Coffee cake" call, the "70/30 rule", "mirroring your prospect" and "establishing rapport." This book has helped me not only overcome my fear, but has been instrumental in helping me GET the business. I now, actually find cold-calling...fun. From fear to fun...WOW! My success ratio with cold calling has sky-rocketed. What a powerful book. I'd love to take one of Mr. Surath's seminars. Highly, highly, highly recommended!