Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off

by Paul S. Goldner

Book Overview

This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry.

Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can:

define and target your...

• Format: Paperback
• Language: English
• ISBN: 0814473482
• ISBN13: 9780814473481
• Release Date: July 2006
• Publisher: Amacom
• Length: 208 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.6" x 6.0" x 8.9"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

must read for those in b2b selling

Great book to help you understand the process of cold calling and selecting your target market.

Cold Calling De-Mystified

This book is about generating sales activity. It should appeal to anyone in sales who is tasked with growing an account base through new business acquisition and customer service. It is suitable for both the seasoned sales professional as well as the person just beginning their career in sales. Sales managers take note as there are some great resources and strategies for sustaining consistent activity levels. Goldner begins with describing the importance of prospecting and the importance of tracking your daily activity. Throughout the book, the author provides useful tools to assist tracking your own sales activity. The main focus is generating sales appointments through telephone cold calling. To demonstrate the strategy, the author has several scripts, sample letters and other examples which can be used by anyone immediately. Overcoming objections, getting past the gate keeper, leaving effective voice mail messages and developing territory management strategies are also covered in this book. This is a very well written book on the topic of prospecting and cold calling and highly recommended for sales professionals who are in a "Hunter" role and responsible for opening doors. Eliot Hoppe Author - Selling: Powerful New Strategies for Sales Success.

Effective manual for organized cold-call selling

Picking up the phone and calling a prospect seems like a natural thing for a sales professional to do. Yet, even the best, most seasoned salespeople avoid cold calling to steer clear of rejection. Paul S. Goldner teaches you how to cure your fears and shows you that cold calling is really just a numbers game: A certain number of calls is likely to produce a relative number of appointments and sales. Good prospecting techniques empower you to take control of your sales practices and determine your income. Goldner thoroughly covers every aspect of prospecting, including identifying the best times to call, defining your target market, writing a cold-call script, handling objections and getting past voice mail. Goldner's process will inspire even the most reluctant salesperson to dial that cold call. We suggest this as a fortifying read for anyone whose income depends on bringing prospects into the sales pipeline.

Provides many insights into what works, what doesn't, and why.

Paul S. Goldner's RED-HOT COLD CALL SELLING, 2ND EDITION offers sales personnel a tutorial which blends experience and examples with a different approach to cold calling. Novices to quota club attendees, pros and beginners alike will find chapters analyzing prospecting techniques for high-payoff approaches. From break-even hours and outside hours which assure success to smart definitions of target markets, RED-HOT COLD CALL SELLING provides many insights into what works, what doesn't, and why.