Red-Hot Cold Call Selling

by Paul S. Goldner

Book Overview

Salespeople can get the edge on competitors by transforming the dreaded cold call into a red-hot sale. The dynamic new book Red-Hot Cold Call Selling will show them how!Drawing on the author's vast... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814478808
• ISBN13: 9780814478806
• Release Date: January 1995
• Publisher: Amacom
• Length: 160 Pages
• Weight: 0.60 lbs.
• Dimensions: 0.5" x 6.0" x 9.1"

Customer Reviews

A must read for all sales people

This book was by far the best that I have read. The book covers all aspects of a sucessful cold calling campaign. I purchased this book when sales were slow and was forced to lay off my sales staff. As a result of reading this book, I was able to increase my sales and rehire my sales staff. This book is now part of our sales training.

The author lives by selling by phone -> expert

I am biased in that I want to read a book by someone who has actual experience in the field. In the case of teleselling, I want someone who sells mostly by the phone. At least, they have to prospect by phone. This author states:"I will be selling right up until my last breath... For me, heaven will be a small room with a telephone and a never-ending list of prospects... you cannot succeed at what you do not love. I am going to work very hard on making you love to prospect."and "I have two businesses of my own and attribute much of my success to my cold calling prowess... I have developed a prospecting and business development system that works!"I'd say that this author is well qualified and, the book turns out very well.At first I thought that my kind of business couldn't use teleselling: it was much too dignified. Then (this is a true story) I was sitting in a clients office reviewing my computer designs when I heard the client play back his voice messages outloud. One was from a competitor who was selling the same kind of services I provided. How could this be? I listened very closely and was extremely impressed with his technique. And had I been that customer receiving that call earlier, I might have responded to their prospecting call.This book is highly recommended.

GOLD!!! Read This, Practice This, and Benefit!

Unlike many self-help or how-to books, this book is written by someone who makes a living by cold calling, and loves it! In the book he says, "For me, heaven will be a small room with a telephone and a never-ending list of prospects." That's sick!!! No. That's author Paul S. Goldner who points out how terrified he was when he first started cold calling, and how ineffective his cold calling was while working for an employer. It wasn't until he formed his own business, that he came to the realization of how important prospecting was, that he forced himself to improve his cold calling skills.This book focuses on the Planning and Prospecting phases of the sales cycle, and will help you turn your fear of cold calling into desire. Topics covered include: Smart Prospecting, Becoming Rejection-Proof, Cold Call Examples, Handling Objections, Working With Voice Mail, What To Do When You Reach An Administrative Assistant/Secretary, Examples of Letters to Follow Various Cold Calls, etc. This book is the real deal, only about 150 pages, but loaded with information. Master his methods, and your business/sales should certainly flourish!

A Must-Read If You Depend On Cold Calls to Close More Sales

Paul Goldner provides invaluable clues, tools, and techniques to help you find and close more customers. His ideas are practical and applicable in the real world of professional selling. As a professional sales trainer, I recommend this book frequently.