File Size: 744 KB
Print Length: 162 pages
Publisher: Adams Media; 7 edition (December 3, 2013)
Publication Date: December 3, 2013
It breaks the process into little pieces, with perfect justification on every step, and key elements to proper care and truly important advice to check on.
Also a few as simple as by using a mirror, or calling standing up, appearing so " mundane" in practice are so important. Nothing in this book is a waste.
Truly a gem.
I recommend it, HIGHLY., I heard about this book from a friend that owns a local agent booking appointments for contractors.
He or she strongly suggested this book and despite it's outdated cover (we all judge textbooks by their cover right to at least a small degree? ), I purchased it and was amazed.
This is THE book I've designed and built my cool calling process around. Greatest book on cold contacting tactics, cold calling methods, and cold calling training I've found - and highly recommend (ie. paid my virtual assistant) to operate his way through ths book., This book was great in helping me personally figure out how to cold call. I was in my first sales position and cold contacting was certainly a some weakness. This book helped me personally make appointments, ask follow up questions, and better understand and meet the needs of those I am contacting., I first read this book around 1985. With the aid of these skills-I became one of the top reps at Velobind. We have purchased updated editions over time and used the materials to train my reps (when I used to be a manager). I recently started a new job and necessary to conquer start my prospecting--read the book in one day and I've already started out getting meetings. Steve's process is easy and proven. While I don't agree with everything in the brand new edition--I'm not going to let that get in the way of the 99% of the book that is ROCK SOLID., Steve's methods are reality-based and smart; moreover, they work! We all step out of things what we put into them. If you put in the time and effort, and follow Steve's advice to the page, you will get where you want to go. The only way that won't happen is if you get hit by a coach at some point on the way. So in summation, check out this book, stay positive, follow Steve's advice, take action, and look both ways when crossing the streets. (-:, the title on this book is misleading in a way, it offers absolutely no " techniques" on the matter.
More than anything at all is a compilation of anecdotes on the authors sales career, for me personally it was obviously a waste of time and money.
Just a personal opinion., While a few minor pieces of this are more specific, the bulk of this information is super easy to read and generic enough that you can easily apply this to any sales job. As someone that has recently entered sales from a medical profession, this book made the idea of working in sales far less intimidating and gave me many ideas that I can implement into my business., Probably the best fundamental book on cool calling there is away there. No requirement to devour countless books on cold contacting. Simply build your approaches around what this book teaches and use it. Don't overthink, just use it and do it.
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