Product Details

• Amazon Sales Rank: #17373 in Books
• Published on: 2006-10-23
• Original language: English
• Number of items: 1
• Binding: Paperback
• 160 pages

Synopsis
"Cold calling" - making contact with strangers - is the biggest fear confronting businesspeople, especially those who work in sales and marketing. "Put me in front of a customer and I can persuade them to buy anything...just don't ask me to cold call!" Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successive course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence.

About the Author
Bob Etherington is a charismatic and inspiring speaker with a background in sales working for Rank Xerox, Grand Metropolitan and Reuters. Today, he runs his own training company, SpokenWord

Customer Reviews

Loved it!
Cold calling is essentially about calling people you don't know and offering your service to them. The sales strategies in this book are based around the I.K.E.A principle.

Intelligence: What problem are we trying to solve for our customer?

Knock-on effect: An admitted problem is usually a much larger issue lurking below the surface.

Expansion: Based on the information gathered above, a possible solution has to be presented to the customer.

Appropriate: Is the product appropriate or has the customer recently spent a fortune on a similar product from a different supplier?

I'm currently selling telephone services by calling ordinary people and offering them to switch their telephone company. Obviously most of these people are surprisingly happy with their super expensive telephone subscriptions and don't want to switch their provider.

This book reinforces much the advice that I have been getting from experienced people at work and it puts all these bits of information into a much larger context.

I'm definitely going to give some serious practice to this I.K.E.A principle and see what happens.

cold calling for chickens
if you are involved in selling by phone then this book is a must regardless of how experienced you think you are.I picked up lots of tips and hints from the book but I have been in sales all my life and been on loads of training courses.If you just put into practice just some of the methods you will see you sales increase. I was top sales person last month, could that be to do with just having read the book? I have only been in my current job for 2 months so I think yes both conciously and subconciously this book helped me acheive this.Once you have read it you will keep going back to it over and over-its a excellent investment in your future!

Nobody wants to but we all have to
I hate it...not the book.....but Cold Calling itself. I have tried every way to get out of it and find new customers some other way but none of them work. This is really a book about how to overcome the fear in a very quirky way....and I have to admit it actually works. Even miserable potential customers are not as scary now. I am ordering several copies for my staff.