Conquering Cold-Calling Fear before and after the Sale

( 6 )

Overview

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. ...
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Overview

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.
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Product Details

  • ISBN-13: 9781879384507
  • Publisher: Cypress House
  • Publication date: 2/28/2003
  • Edition description: 1ST
  • Pages: 146
  • Product dimensions: 5.40 (w) x 8.40 (h) x 0.50 (d)

Table of Contents

Chapter 11
Why you should listen to me
Chapter 25
Never forget for a moment your most important client
Chapter 37
What you should do to start
Organizing your list
Chapter 411
Developing your elevator pitch
Chapter 513
Picking up the phone
What if the decision-maker answers instead of gatekeeper?
Chapter 617
Making the gatekeeper your new best friend
Chapter 721
Surviving voice mail hell
Win over the personal assistant
Chapter 825
Reach decision-makers by phone, e-mail, fax, and walk-in
Solving phone-tag problems
Chapter 931
She's on the phone!
What do I say now?
Invoke the 70/30 Rule
Listen for key words
Overcome a negative initial reaction to your product or service
Chapter 1041
Hitting the vacation jackpot
Chapter 1143
The coffeecake call
Chapter 1249
Establish rapport at your first face-to-face meeting
Chapter 1353
Mirror your prospect to establish the correct sense of how that person must be handled
Chapter 1457
The information you must learn at the first meeting
Total sales
Budget for your product or service
How much spent last year
Target audience
Trading area
Competition
Hot and cold seasons
Chapter 1561
Writing the proposal will include use of an effective business letter with the actual proposal
Chapter 1667
Find budget when your prospect thought there was none
Chapter 1771
Make the closing call work by reestablishing the proper atmosphere
Using the magic wand
Expert kills the deal
Use numbers to close the sale
Adding benefits
Overcoming objections
Successful closes
Chapter 1887
Following up
Chapter 1989
After the close
Have the client tell you why they bought
Check credit right away
Selling the deal to your manager
Taking care of your support staff
Chapter 2095
Producing your radio commercial
Institutional spots don't work
Ask the right questions of your new client
Make co-op dollars work hard for your client
Tricks of the trade work!
Put something on sale!
What if the DJ sucks?
Get the client involved!
Chapter 21105
Producing a local TV commercial can be fun
Include the client
Get his or her staff involved
Bring baked goods
Testimonials almost always work
Take charge
Edit with the production crew
How about a musical image?
Don't let the editor rush you
Chapter 22113
When airing the spot, remember to fax or e-mail times every day
Warn about competitor switch pitches and about inflated print results
Chapter 23119
It's working! Now what do I do?
Keep annuals happy by becoming a ticket broker
Chapter 24125
Cracking your first big agencies
Questions that need answers
You will have to be broken in by buyers
Chapter 25129
Ride the cancellation turtle
Make bad news an outcome instead of a downer
Chapter 26133
Collect every dime on time
When is the best time to call?
How can you keep all your commission dollars?
Chapter 27139
Kiss your boss' butt correctly
Chapter 28141
The Hat Man
Overview 145
Bibliography 147
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Customer Reviews

Average Rating 4.5
( 6 )
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Sort by: Showing all of 6 Customer Reviews
  • Anonymous

    Posted August 22, 2008

    Too much about the author and his life

    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.

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  • Anonymous

    Posted November 5, 2005

    Conquer cold-calling fear and way beyond!

    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.

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  • Anonymous

    Posted July 29, 2003

    Makes the calling fun.

    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.

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  • Anonymous

    Posted March 24, 2003

    Sold!

    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.

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  • Anonymous

    Posted December 27, 2002

    Great Read!

    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!

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  • Anonymous

    Posted February 11, 2003

    IMPROVE YOUR CAREER AND HAVE FUN DOING IT!

    "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

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