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No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust
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Sales rank 514,511
Customers rating (based on 18 reviews)
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Cold calling is one of the most awkward--and unsuccessful--ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling Methodology, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate you from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLINGâ„¢ provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.
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| Publisher | Business Plus | | Release date | 04/2006 | | Availability | | | Edition | Hardcover |
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 There are no warm calls!
I have been reading sales books for the past 15 years and probably about a minimum of 2 a month so over 300 books later I come across "No More Cold Calling," as a salesman these were fantastic words to me, especially in the field of merchant services! I jumped at the chance to pick up this book and study it cover to cover and it has not disappointed. With in the first few chapters there were ideas that really made sense, some I even heard before but finally put in terms that really worked for me. Joanne paints such a perfect picture of referral selling that anyone who takes the time to read this book and do the assignments through out it can't fail, but for those who expect to skim read and flip through the pages they will be wondering where the success is. There is no magic bullet (I have looked.) A little reading and some homework mixed with a little practice and results WILL happen I am here to tell you. I am a student of her techniques and this book has become a reference that is always at my side and my sales have shown measurable improvement. Just ask my boss he has recently asked what I have been doing different since not only are my sales higher but so are the dollar amounts of my sales and my attitude at the end of the day is just off the charts. I spend my days presenting, selling, and writing up deals versus facing the constant up hill battle of showing up unannounced and getting my "nose bloodied" cold calling. Showing up not only expected but finding potential clients eager to meet with me was such a refreshing change I can't fully explain just how good it feels! I can truly say it has impacted many areas of my life as I feel so much more fulfilled doing what I love doing and not feeling just wore out and stressed trying to meet those end of the month quotas. Thank you Joanne for breathing life back into my career!
 Dynamic method of referral selling
Joanne S. Black calls herself the "Referral Queen," a sobriquet that suits her well. She tells you how to stop spending your life converting about 2% of your cold calls into sales and how to get referral contacts, instead, since your conversion rate will climb to about 50%. Her enthusiasm and passion are contagious as she tells you how to employ her methods. She even knows where your key sticking points will be and explains how to get through them. getAbstract thinks this book on sales really delivers the goods.
 Really Disappointed
I agree that cold calling is out and referral selling yields higher sales volume. I am already practicing this in my business and record about 1 million in sales annually (2nd in my organization) doing this. I wanted to increase my performance so I bought this book.
I was dumbfounded. I am only 1/2 way through it and all I hear about is why referral selling is great and how the author succeeded in it. Great, but when does the author start sharing????
Normally, I can plow through business books as they really hold my interest. However, this one I cannot read through quickly because the 1st 1/2 is sooooo repitive and to be honest I am tired of hearing the author pat herself on the back.
To be fair, keep in mind I only read 1/2 thus far. But, I am NOT happy with my purchase.....
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
If You Want to Increase Sales...
read this book! Joanne Black offers a fresh perspective about how to use referrals to build revenue in today's competitive market. Simple, yet powerful, the book offers a step-by-step approach to implementing a system that works.
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