Lessons from 100,000 Cold Calls

( 1 )

Overview

Stewart Rogers has made 100,000 cold calls...and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success.

Compiling his lessons and techniques into an easy-to-use guide, Rogers shows salespeople how to:

-Set realistic, yet challenging goals
-Build a master database of sales prospects
-Write simple yet powerful scripts
-Build immediate and intimate trust by ...

See more details below
Paperback
$13.02
BN.com price
(Save 23%)$16.99 List Price
Other sellers (Paperback)
  • All (20) from $1.99   
  • New (4) from $1.99   
  • Used (16) from $1.99   
Sending request ...

Overview

Stewart Rogers has made 100,000 cold calls...and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success.

Compiling his lessons and techniques into an easy-to-use guide, Rogers shows salespeople how to:

-Set realistic, yet challenging goals
-Build a master database of sales prospects
-Write simple yet powerful scripts
-Build immediate and intimate trust by phone
-Sell concept and credibility in 60 seconds
-Sell ethically by phone

Free audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls is the one book salespeople need.

Read More Show Less

Product Details

  • ISBN-13: 9781402210341
  • Publisher: Sourcebooks, Incorporated
  • Publication date: 1/1/2008
  • Pages: 288
  • Sales rank: 799,988
  • Product dimensions: 5.40 (w) x 7.90 (h) x 0.80 (d)

Meet the Author

Stewart Rogers has made over 100,000 cold calls to business decision-makers throughout the United States during his 25 years as a sales professional, selling software, hardware, advertising, training and technical information. He currently lives in Raleigh, North Carolina.
Read More Show Less

Table of Contents

Part One: Welcome to My World

Chapter 1: Selling black cats at midnight

Chapter 2: Nobody does it better
Element of surprise
Personal contact
Immediate feedback
Flexibility
Cost effectiveness

Chapter 3:Your mission, should you choose to accept it
Evolution
Specific roles
For best results

Chapter 4:Houston, we have a problem!
Navigational error
System failure
Fuel shortage

Part Two: Selling 101

Chapter 5:The dancing refrigerator
Organizational benefits
Individual benefits
Relative value

Chapter 6:Trust makes the world go 'round
Trust-based selling
Barriers to trust

Chapter 7:Can your company be trusted?
Old friends are the best friends
Will you be my neighbor?
Bigger is better, sometimes
The establishment
The wow factor

Chapter 8:Can you be trusted?
I am you, and you are me.
I like; therefore, I buy.
Straight shooters
Wise guys
Hear me, heal me
A helping profession
Celebrity sells
I believe in you and me

Chapter 9:Event-driven marketing
Organizational changes
Market trends -
Competition
Cost increases
New regulations
Disasters

Part Three: The Right Companies

Chapter 10:The case of Big Bob

Chapter 11:Target marketing
Location
Organization
Size
Revenue
Years in business
Nature of business
Other variables
Epilogue

Part Four: The Right People

Chapter 12:A day in the life
Busy
Stressed
Skeptical
Hopeful
Ambitious

Chapter 13:-You are what you do
Entrepreneurs
Sole-proprietors
Chief Executive Officers (CEOs)
Chief Financial Officers (CFOs)
Chief Operations Officers (COOs)
Chief Information Officers (CIOs)
Sales Managers
Marketing Managers
Professionals
Educational leaders
Government officials

Chapter 14:Hot buttons
Newcomers
Old timers
Public figures
Pet projects

Chapter 15:-Decision making
Five styles
Adolescents
Who to avoid

Chapter 16:-Names
In-house information
Company website
Internet search
Local publications
List brokers
Asking -

Part Five: Goals & Priorities

Chapter 17:Set a course
The balance
Process goals
Outcome goals
In the end

Chapter 18:Eat dessert first
Ranking systems
Caution

Part Six: Master Database

Chapter 19:Compiling data
Clean-up
De-duping
Reformatting
Merge/purge
Do not call

Chapter 20:Data management software
Fields
Functionality

Part Seven: Know Your Stuff -

Chapter 21:The semi-expert
Features
Benefits
Objections
Customer service
Legal and safety
Price
Technical terms
Competitive advantage

Chapter 22:Back-up
Cheat sheets
Experts
Collateral material

Part Eight: Sound Power

Chapter 23:Use the Force, Luke
In the beginning
Tones

Chapter 24: Harmonic conversion
Loudness
Rate
Pitch
Intonation
Fluency
Enunciation
Pronunciation
Variations
Warmth
Energy

Chapter 25:Interference
Connections
Nonverbal

Part Nine: Getting In

Chapter 26:Direct dial
Research
The receptionist

Chapter 27:Gatekeepers
Plan A
Plan B
Acceptance

Chapter 28:When to call

Part Ten: What to Say -

Chapter 29:Winning words
The sweetest sound
Being polite
Subliminal "Yes"
Too much of a good thing

Chapter 30:You had me at hello
The greeting
The answer
And you?
Variations
Detractors

Chapter 31:The fifteen-second introduction
Essential message
Script

Chapter 32:The sixty-second overview
Script
Transitional questions
What's next?

Chapter 33:"Yes!"
Call to action
Timing -
The magic words

Chapter 34:"I have a question."
Thanks
The real issue
Active listening
What they want to hear

Chapter 35:"Ask me a question."
Basics
Don't
Step-by-step
Conclusions

Chapter 36:"I have an objection."
Before you start
No need
No money -
No time
No trust
No authority

Chapter 37:"I'm not interested."

Chapter 38:Leave a message
Script
Why messages make sense

Chapter 39:Follow-up
Action items
Hand-offs
Repeat calls
E-mail
Record keeping

Part Eleven: Self-Management

Chapter 40:Fear
Kiss of death
The boogeyman

Chapter 41: -Playing to win -

Read More Show Less

Customer Reviews

Average Rating 4
( 1 )
Rating Distribution

5 Star

(0)

4 Star

(1)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)