Never Cold Call Again: Achieve Sales Greatness Without Cold Calling

Never Cold Call Again: Achieve Sales Greatness Without Cold Calling

2.7 17
by Frank J. Rumbauskas Jr.
     
 

View All Available Formats & Editions

"Cold calling is the lowest percentage of sales call success.  If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling

"You can never get enough of a good thing!  Read this book and USE its

Overview

"Cold calling is the lowest percentage of sales call success.  If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling

"You can never get enough of a good thing!  Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever

Salespeople everywhere are learning the hard way that cold calling doesn't work anymore.  Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers.  There has to be an easier way to find prospects - and there is.  Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.

Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.

Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).

Editorial Reviews

Soundview Executive Book Summaries
Achieve Sales Greatness Without Cold Calling
With clarity, focus and a user-friendly approach, Frank J. Rumbauskas Jr., disposes of the antiquated notion of cold-calling as we know it. Instead, he focuses on the results-oriented methodology of a self-marketing plan — one that shows salespeople how to think, act and succeed like business owners. In Never Cold Call Again!, a self-marketing plan is defined as a marketing campaign that you build in order to generate a consistent supply of qualified leads. The purpose of this self-marketing plan, Rumbauskas writes, is to, "gain the prospect's interest without cold calling." Time is better spent cultivating an effective self-marketing campaign that results in the prospect calling you, not the other way around.

Your Self-Marketing System for Lead Generation
To be truly successful in the long term, a self-marketing system must be designed around the three cardinal needs of any potential customer: 1) increase sales, 2) decrease expenses or 3) increase efficiency/productivity. "You're wasting your time if you're trying to use any other reasons to convince a business owner or executive to buy from you," writes Rumbauskas. "Although many other goals might be important to a customer or business owner, all fall within one of these three main categories." Every message to a prospect, therefore, must be made according to one or more of these three principles. Your purpose, Rumbauskas writes, "is to gain an understanding of how your product or service will specifically increase profitability, increase revenues and/or decrease expenses. Period."

Accordingly, you will spend less time prospecting for new leads and more time answering the leads that come into you. Why? Because your marketing plan precisely meets the need of the prospect. When you cold call, by contrast, a significant portion of your time must be devoted to prospecting for new business. You are working, and when you don't work, nothing happens. With self-marketing, the system itself is working, even when you are not. "A salesperson that uses a leveraged system of self-marketing need not spend time prospecting," Rumbauskas writes. "The leads will come in automatically." A successful self-marketing plan means that the prospect wants to buy from the salesperson, rather than the salesperson trying to sell to the prospect.

Rumbauskas emphasizes the importance of a highly-inclusive self-marketing plan that utilizes the benefits of the Internet, Internet marketing, e-mail, personal Web sites, newsletters, direct mail, weblogs, seminars, consultations, publicity, networking and assistance-based "cold calling" (which contacts or responds to qualified prospects).

You Have the Leads – Now Get the Sales
Here's the fun part, and easy if you've done the first two steps correctly. Here, the point is not only to close the deal — but not to lose it by overcomplicating the process. Rumbauskas refers to this principle as The KISS Test, which stands for "Keep It Simple Stupid." "Most salespeople tend to overcomplicate the sales process and try to drag the prospect through a number of steps that are usually unnecessary, especially when the prospect is definitely qualified and has a very current need." According to Rumbauskas, injecting unnecessary corporate bravado (no matter how deserved) or excessive details about features or policies is the fastest way to lose their interest — and the deal.

Just as important as closing the deal on the qualified prospects is qualifying "out" those prospects that are not going to buy, "the single biggest time wasters for salespeople," Rumbauskas writes. "Nothing is more frustrating than being excited about getting a lead and an appointment, only to get there and find out that they're not serious." But with experience, weeding out these time-wasters from the beginning gets easier.

For those qualified prospects, present a precisely tailored proposal that fulfills one of the three cardinal principles. In addition, build a rapport that allows you to gain access to referrals and testimonials following the close of the deal.

Why We Like This Book
Never Cold Call Again! casts a new light on the field of sales and the approach to it, from a salesperson's perspective. With lively examples and step-by-step instructions, it carefully guides the salesperson to an improved and more efficient manner of building business that requires less "busy work" and more "smart work." In easily digestible chapters of 5 to 6 pages each, it redefines sales as we know it, starting from the inside out. Copyright © 2006 Soundview Executive Book Summaries

Product Details

ISBN-13:
9780471786795
Publisher:
Wiley
Publication date:
05/26/2006
Pages:
196
Sales rank:
1,151,606
Product dimensions:
6.20(w) x 9.09(h) x 0.43(d)

Related Subjects

Meet the Author

Frank J. Rumbauskas Jr. started his sales career cold calling to no avail, failing to make his numbers, only to receive the useless advice of “increase your activity” from managers. He then went into a trialand-error period of several years and developed a complete system of selling that made him a top producer without cold calling. Author of the self-published sensation Cold Calling Is A Waste Of Time, Frank lives in Phoenix, Arizona, where he is a partner in several businesses including an insurance agency, a telecom services provider, and, of course, his sales training company, which strives to educate all salespeople that there are much better ways to prospect than cold calling. Frank’s blog can be found at nevercoldcall.typepad.com.

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >

Never Cold Call Again: Achieve Sales Greatness Without Cold Calling 2.6 out of 5 based on 0 ratings. 16 reviews.
Guest More than 1 year ago
The title of this book will draw attention from those not willing to do what it takes to be successful in sales. Cold calling is a science, which includes a plan, a script, and persistence. Those not willing to cold-call will not be successful in sales, unless they are fed pre-qualified leads. Let's rename this book the lazy man's guide to sales disaster. I have tried it many ways, but cold calling with a plan and technique is what gets you started until you build a reputation that will allow you to network and gain referrals. Sales is a hands on gig, sorry.
Guest More than 1 year ago
I agree with his principles but this book 'beats around the bush'. Yes, cold calling is the worst way to prospect and is a miserable way to prospect, but for goodness sakes, fella! Say your piece and be done with it. This book should have been no more than ten or twelve pages. Special Note: In addition, Frank tends to send a lot of 'offers' that are worthless come-ons from others like him. More fluff.
Guest More than 1 year ago
This book could have been 10 pages and contained the same amount of information. I believe it was fluffed up to make a full-sized book.
Guest More than 1 year ago
Think about the five worst movies you've ever seen! Never Cold Call Again ranks as one of the worst business books I have ever read. The author spends too much time in the first three chapters giving examples why 'cold calling' doesn't work. In addition he tries to discredit the sales process by accusing the sales methodology of tracking who is in the sales funnel as irrelevant. Frank Rumbaukas preaches time management in the sales process but wastes the readers time with continued redundancies. I do not recommend reading this book let alone purchasing it.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
PR15 More than 1 year ago
Its is very easy to understand and useful for those whose last experience in selling was doing cold calls. There is something about someone else telling through a book what we already know about networking. The only thing I found missing, was a broader explanation of key elements on current strategies. I would have found more useful this book with actual examples of his new techniques. This book is a good start.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Guest More than 1 year ago
This book lays out, plain and simple, a very effective 'how-to' series of steps that anyone who sells for a living can use, immediately to generate leads. I can see where the old dictator managers would not like this book. After all, their entire ego depends on ordering their sales reps around to make 100 cold calls a day. However, for those who want results and who base their success on results, and not on how many cold calls they make every day to satisfy their ego, this book is the answer. This is the best sales book I've ever read, and I've read dozens, mainly because this is effective information that can be utilized immediately and effectively.