Fearless Cold Calling

By Mark Sanford

This book is based on the author's experiience overcoming call avoidance. It offers an understanding of the causes of this common predicament, a set of strategies for mastering the inner resistance to... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0917430301
• ISBN13: 9780917430305
• Release Date: November 2001
• Publisher: Montaigne Publishing
• Length: 153 Pages
• Weight: 0.50 lbs.

Customer Reviews

Well worth it

I had never heard of this author but took a chance becasue I liked the title. Much to my pleasure, this book provided a unique perspective on the art of selling over the phone. Not only does it provide useful tactics, it also gets into the psychology of why selling over the phone is so difficult.As anyone knows who has sought books on this topic there are hundreds, literally. Schiffman, Hopkins, Zigler are all familar names in this arena, but they are so heavy on the tactics. Don't get me wrong, tactics are important. But if you don't understand how to confront the daily challenges of picking up the phone the tactics won't matter.Sanford is great at illuminating these psychological challenges and putting them in a way that compliments the tactics. After reading this book I found that instead of just sucubming to the mental blocks and negitive talk about calling, I was thinking more about why I was thinking this way and have been able to chanell that energy into more productive calling.If you want a book that is nothing but tactics then this isn't the book for you. However, if you want a book that will help you understand why selling over the phone is so difficult and how to overcome those challenges, then this book is the one you are looking for.In my humble opinion it was [money] well spent!