| Take the Cold Out of Cold Calling |  | Author: Sam Richter
Publisher: Beaver's Pond Press
Category: Book
List Price: $34.95
Buy New: $20.95
as of 7/29/2010 07:22 CDT details
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Seller: shabooks4u
Rating:  43 reviews
Sales Rank: 23,636
Media: Paperback
Edition: Pap
Pages: 312
Number Of Items: 1
Shipping Weight (lbs): 1.1
Dimensions (in): 9 x 7 x 1.1
ISBN: 1592982093
Dewey Decimal Number: 658.872
EAN: 9781592982097
ASIN: 1592982093
Publication Date: July 9, 2009
Availability: Usually ships in 1-2 business days
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| • | ISBN13: 9781592982097 | | • | Condition: New | | • | Notes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed |
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Product Description
If information is power, Take the Cold Out of Cold Calling is ''power on steroids!'' Know more than you ever thought you could (or should) about your clients, prospects, and competition. No more winging it. No more guessing what the other person cares about. Take the Cold Out of Cold Calling is a fascinating journey into the world of information, how to easily find it, and how to apply it to make sure you are offering relevant solutions. By practicing the techniques taught in the book, you will make a great first impression during sales calls and you will provide value and build meaningful and mutually beneficial client relationships. Once you master Warm Call techniques, you win more business, establish deep relationships with clients, and have more fun. In Take the Cold Out of Cold Calling you'll discover the secret world on online information, how to find it, and how to use it. You'll get step-by-step instructions along with real examples. You'll learn...
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- it's scary what this amazing search engine can help you find.
- The ''Invisible Web'' -- sites most people and search engines don't know about and can't find.
- How to access premium information resources at no or very low cost.
- The theory of the ''Fourth R'' and value-based ''warm call selling.''
- How to massively increase your credibility with prospects and existing clients.
- How to use the ''Customer Data Aggregator'' and expert ''Warm Call Scripts'' to organize information and make a great first impression. If you are involved in business development, sales, or account management in any way, you've ''cold called.'' Any time you meet with a prospect or existing client without knowing about them, their issues, and how your company is relevant to something they care about, you run the risk of losing credibility and worse, losing the deal. The top 1% of business development pros and sales people understand the value of information, how to access it, and how to apply it and win. With Take the Cold Out of Cold Calling, you'll get the tools and training you need to join the club. The book includes access to online Warm Call Resource Center. Awards:
Sales Book of the Year Medalist
USA Book News Book of the Year Aximon Business Book Awards Medalist (edited by author)
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| Customer Reviews:
Showing reviews 1-5 of 43
A Must read! June 23, 2008
Armchair Interviews (Minneapolis, MN)
4 out of 4 found this review helpful
When I was in college in the 1980s, I did not have a computer let alone the Internet. I am thinking that today in colleges across the country there are courses entitled, "How to Search the Internet and Get What You Were Looking For." When I was reading this book I had a lot of "aha" moments. Maybe a 22-year-old reading this book would say: Duh, I know this, I learned it in college.
I am pretty grateful for Sam Richter's book, Take the Cold out of Cold Calling-Web Search Secrets as it may save me from having to enroll in this hypothetical course.
When not writing book reviews as a hobby, I support the sales staff of a small company. One of my many responsibilities is developing new business. I usually find potential prospects in a newspaper or magazine article written on the company or its leaders. After reading the article I then go to my computer and try to find out their contact information. Sometimes the one search engine I use hits on it immediately and sometimes I spend hours trying to weed through multiple hits to find what I am looking for. This book is my new best friend. It provides the reader with some very valuable information on getting to what you need a whole lot quicker.
Take the Cold Out of Cold Calling is a reference guide and as author Sam Richter points out, "It is not designed to teach you the art and skill of selling." This book will enable you to decrease the amount of time spent looking for information, and what you do find will provide brilliant value. He discusses in depth the power of Google, Yahoo search tips, other great search engines, the "Invisible Web," and premium information sources.
"Sam's Tips" on each page simplifies his key points and allows you to reference the information easier. Even better is the Web Search Quick Reference Guide at the end of the book.
Leave this open at your desk, impress your boss!
Armchair Interviews agrees.
Author's Web site: [...]
Great Tool for Anybody Running a Small Business June 16, 2008
S. LEGEROS (Golden Valley, MN USA)
3 out of 3 found this review helpful
I am a consultant and dread the thought of cold calling. After reading Sam's book, "Take the Cold Out of Cold Calling", I have knowledge and the confidence to do it! I can't remember the last time I received so much information that was immediately useful. Thank you, thank you!
Cold Calling at an Entirely New Level October 22, 2008
Ric Lager (Golden Valley, MN USA)
3 out of 3 found this review helpful
I have been reading sales and prospecting books for 25 years, and this book is in the handful that I have ever recommended to other people that sell for a living. Sam Richter's book describes in specific detail how to use free Internet resources to find out every relevant, timely and sales oriented detail imaginable about every prospect you want to do business with. In your first cold call to that prospect you will know more about the prospect's business problem--and how your product or service can specifically solve that problem--than any other sales person that has ever called that prospect before.
A must for any business looking to attract more clients June 7, 2008
Midwest Book Review (Oregon, WI USA)
1 out of 1 found this review helpful
Going in cold - knowing nothing about your perspective client. As they say, Knowledge is power - and having no knowledge is having no power. "Take the Cold Out of Cold Calling: Web Search Secrets for the Inside Info on Companies, Industries, and People" is a guide for using the internet as a powerful tool to gain knowledge of clients in advance - and see what they want and what they are looking for, to better apply one's company to appeal to the most clients possible. "Take the Cold Out of Cold Calling: Web Search Secrets for the Inside Info on Companies, Industries, and People" is a must for any business looking to attract more clients and for community library business collections.
You really need to take the cold! August 5, 2008
David Sawtelle (Golden Valley, MN)
1 out of 1 found this review helpful
I recently bought this book because as a small business owner for a Leadership Development consulting firm, I have done a lot of cold calling over the last several years to build my business. Any way I could research a company before I called, I did. Alas, I was woefully inadequate at searching the web. The best I could really do was look up the potential client's website. The 'secrets' behind finding excellent information exist within the different search engines -- but nobody really knows about them. They are actually built into the engines!
What Mr. Richter does is show you how to be more efficient with your time (crucial with a small business owner or any sales team) and help you 'uncover' the gems of information that will help you talk to decision makers with more confidence. This helps you cut to the chase of what is most important, and get their attention right away -- creating a more important conversation and increasing the likelihood of obtaining business.
On a side note, I couldn't help feeling embarassed, as do many people I think, that I never new this stuff. But, embarassment aside, I am using the research techniques and enjoying the benefits.
My only criticism is that the title implies that this book is only for sales teams. While it is a perfect tool for sales people, I can think of several terrific uses for these research techniques for any company that would like to know more about their customers and clients -- I think that would be any company that has customers or clients.
I own a large business library -- but this is the only book that is sitting on my desk, dog-eared and constantly referenced. Do yourself a favor and get your own copy. Get a copy for each of your sales buddies. Get a copy for any small business owner you know. Spread the word. This book is a toolkit, not a book of concepts to kick around and debate. I want to personally thank Mr. Richter for writing something that I consider an investment in my future!
Showing reviews 1-5 of 43
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