Never Cold Call Again: Achieve Sales Greatness Without Cold Calling

by Frank J. Rumbauskas Jr.

Book 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).

• Format: Paperback
• Language: English
• ISBN: 0471786799
• ISBN13: 9780471786795
• Release Date: May 2006
• Publisher: Wiley
• Length: 196 Pages
• Weight: 1.35 lbs.
• Dimensions: 0.5" x 6.5" x 8.9"

Customer Reviews

A Warm Marketing Alternative

An excellent, common sense read that offers alternatives to a practice, (cold calling) that is dreaded by many. There are those of us who hate to interrupt or bother someone who is busy doing business, Mr. Rumbauskas offers different ideas how to contact potential clients, without making a nusiance of oneself.

Confirms what we all knew about cold calling, and gives a plan of action

Cold calling has never been fun, but it's less and less effective. Rumbauskas describes the reasons well, although no one will be surprised if you've given or received cold calls-- We're all busy, and we don't appreciate being interupted by some salesperson trying to sell us something we don't need or aren't ready to buy. Yet many sales organizations are stuck in the past, with sales managers repeating the same old lines they were told years ago, such as "Increase your activity," meaning do more cold calling. Rumbauskas describes a number of alternatives, including using techology to identify and reach prospects. One of the key points of the book is that salespeople can be more effective if they use a system of techniques, rather than just one magic bullet technique. This systems approach is the 21st century way to apply the old advice for improving sales ("Increase your activity"). Even if you can't use every idea in this book, it's worth reading just for a few of the ways you can leverage your efforts.

Crazy not to get this book

I pre-ordered this a while back and it finally arrived a few weeks ago, let me tell you this book really tells it like no other and tells you how to sell like no other. This is not the same worn-out "make more calls" or the "go to networking groups" nonsense I've read in every other book. This is hands-on step-by-step systems and techniques that you can use to begin generating leads right now. It is so refreshing to finally read a realistic sales book instead of the same old stuff just repackaged for the new millenium. Thank you Frank!

A book that truly delivers

I highly recommend this book for anyone in sales or sales management. The book explains, in a very matter-of-fact way, all the reasons why cold calling no longer works (it's very eye-opening and really makes you understand why prospects hate receiving cold calls so much). Then it goes into an extremely detailed, step-by-step plan that will have you generating leads without cold calling in no time at all. The book is very practical in how it teaches you, unlike other books I've read that promise to show you how to stop cold calling but only provide convoluted theory and no step-by-step techniques like this book does. It provides a wide range of strategies that you can use, so there is something for everyone here regardless of what industry you are in. Finally, the last section of the book explains a very powerful - and again practical and step-by-step plan - to writing proposals, presenting, and closing in such a way that no 'hard sell' is necessary and that prospects will naturally be enticed to buy from you. Very de-stressing for anyone in sales. In all, this book is a must have for anyone who wants to stop cold calling and become a sales superstar in the process!