Cold Calling for Cowards - How to Turn the Fear of Rejection Into Opportunities, Sales, and Money

by Jerry Hocutt

Book Overview

Cold calling sucks Those three words landed my job at the Seattle Fortune 1000 company. Within minutes on my first interview the sales manager asked me, What do you think about cold calling? Waiting... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0615138756
• ISBN13: 9780615138756
• Release Date: May 2007
• Publisher: Chugwater Publishing
• Length: 300 Pages
• Weight: 1.13 lbs.
• Dimensions: 0.7" x 6.0" x 9.0"

Customer Reviews

Rah, rah, rah - full of inspiring ideas

I'm a coward when it comes to cold calling. This book is full of real life examples of what to do and why to do it explained in a way that make it clear; no need to fear. I just begun putting some of the action steps in motion and find that I have less fear. Rah, rah, I needed a cheerleader and this has proved to be useful.Cold Calling for Cowards - How to Turn the Fear of Rejection Into Opportunities, Sales, and Money

Great Book

Ties in a great deal of knowledge about call avoidance and how to get past it. No silver bullet though. Still have to make the dials.

Highly recommended for anyone serious about sales.

Written by veteran salesman and salesperson-trainer Jerry Hocutt, Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money is a solid guide for sellers of all skill and experience levels to the art of the cold call. Chapters address the myriad types of handshakes and what kind of body language they convey, how to overcome one's reluctance to cold call, the "Fonz technique" to deal with rejection, how to escape the trap of voice mail, the "Skeletons in the Closet" technique to get one's calls returned, how to determine the personality of the one you're selling to, and much more. "If you're doing a cold call, especially to a large company, don't try and get through to the CEO. They don't take calls like this. That's why they hire gatekeepers. My friend said that when you call, ask to speak with the executive assistant to the CEO or president. They're required to take calls." Highly recommended for anyone serious about sales.