No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust

by Joanne S. Black

Book Overview

Cold calling is one of the most awkward - and unsuccessful - ways to obtain clients in business. Now Joanne Black shows managers the 5-step Selling Programme, so no businessperson ever has to pick up... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0446577790
• ISBN13: 9780446577793
• Release Date: April 2006
• Publisher: Business Plus
• Length: 242 Pages
• Weight: 0.80 lbs.
• Dimensions: 0.9" x 6.0" x 8.4"

Customer Reviews

How to use your sales time more effectively through referral selling

If you have ever sold for a living, even for a short time, you probably have had to make cold calls. There are lots of books, methods, and programs to help salespeople make cold calling more of a methodical process than the severe emotional challenge many people find it to be. While I never found making the cold calls particularly painful, I did find them a horrible waste of time. However, sometimes it seemed necessary. The author of this book, Joanne S. Black, calls herself the Queen of Referral Selling. She has a very compelling method that you can use to get a much higher conversion rate from referral selling than you could ever get from cold calling. She even explains how to transition to it in an environment that rigorously enforces cold calling. I like the way she lists a great many objections and explains how to get past them. In my own selling experience, I always tried to get and use referrals as much as possible. Frankly, I wish I had thought to be as systemic in the approach as the author of this book. Or that I had been able to get this book sent back in time to help me. But it is here now and it can help you. Buy it, read it, use it and you will enjoy the success you get. And I believe that you will move away pretty quickly from cold calling because you will have so many more effective hot leads to follow up with that there just isn't time to call strangers. Reviewed by Craig Matteson, Ann Arbor, MI

How to Get More Referrals

If you're not asking for and leveraging referrals to increase your sales, you're making a big mistake. This is especially true in today's corporate environment where decision makers seldom answer the phone, roll all calls to voicemail and never call you back. In No More Cold Calling, Joanne Black outlines a pathway to build your business via referrals. She very pointedly differentiates between hopeful networking versus strategic referral generation. She stresses the need to: - Clearly define your ideal customer. - Focus in on their critical business issues. - Know your value proposition and ROI. - Invite others to open the door for you. For those of you who have read my book (Selling to Big Companies), you'll find this to be a perfect compliment since it tackles a subject I only briefly touch on. And, if you hate to ask for referrals, you need to read No More Cold Calling too.

Putting the personal back into the art of sales

Much of the current day thinking and practice about sales is based on talking to as many people as possible, quickly, with the idea that these brief encounters will result in the desired clients. No More Cold Calling puts the personal and the thoughtfulness back into the art of sales. This is a very grounded and practical book, with much wisdom.

An Outstanding Read!

Making good cold calls can make all the difference in the world. Using the correct techniques can reduce the number of attempts it takes to get a decision maker on the phone, increase the fraction of calls that result in an appointment, improve the quality of your leads, and increase your close rate, all while reducing your sales cycle and lead time. As an Executive Recruiter in the Medical Sales arena, I speak with a lot of good sales people every day and a small number of great ones. With Joanne's tremendous book and incredible skill the good will become great! I only hope my competition doesn't find her book!

A must read for anybody in sales

I purchased Joanne's book and received it Monday.. I have not put it down since. I have been through it cover to cover twice just to make sure I absorb all there is to get! Every concept is backed by practical application and Joanne's experience with the "No More Cold Calling" model is evident. I always knew there was a better system than cold calling... and this book gives you all you need to succeed with NO More Cold Calling. Thanks Joanne for sharing your experience and successful model!