Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
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Product Description
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling
"You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever
Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.
Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.
Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).
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Rating
As a salesperson I always try to improve and have read almost every book out there trying to better my sales. This book is THE best sales book I’ve read, bar none.
The title is misleading but not in a bad way. It implies that the book will teach you how to generate leads without cold calling, and it does, but that’s only one part of this outstanding three-part book. The first part is fantastic eye-opening general sales advice. Alone worth the price. The second part is the nuts & bolts, the step-by-step system of how to drop cold calling and have leads coming to you instead. The third part is all about how to develop, present, and close your proposals, and to be honest it totally blew my mind because the techniques and processes are so amazingly powerful it made me re-think everything I’d been doing up to this point.
I’ve read some good sales books and plenty of garbage (the publishers seem to crank them out as fast as they can). This is one you don’t want to miss – solid, practical advice from a man who obviously walks his talk.
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I highly recommend this book for anyone in sales or sales management. The book explains, in a very matter-of-fact way, all the reasons why cold calling no longer works (it’s very eye-opening and really makes you understand why prospects hate receiving cold calls so much). Then it goes into an extremely detailed, step-by-step plan that will have you generating leads without cold calling in no time at all. The book is very practical in how it teaches you, unlike other books I’ve read that promise to show you how to stop cold calling but only provide convoluted theory and no step-by-step techniques like this book does. It provides a wide range of strategies that you can use, so there is something for everyone here regardless of what industry you are in. Finally, the last section of the book explains a very powerful – and again practical and step-by-step plan – to writing proposals, presenting, and closing in such a way that no ‘hard sell’ is necessary and that prospects will naturally be enticed to buy from you. Very de-stressing for anyone in sales. In all, this book is a must have for anyone who wants to stop cold calling and become a sales superstar in the process!
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First of all, cold calling is dead. It has been for years, but sales managers keep watchng Glengarry Glen Ross and remind their sales people to ABC, Always Be Closing and then they tell them to start dialing for dollars. It is an insane waste of money in the business world today.
Never Cold Call again shows you how to use current lead automation processes to get leads coming in to you proactively while demonstrating the very best ways of turning prospects into buyers.
One of the best things about the book is the discusson on systems and the way the systems are developed for you in the book. Just like a pilot’s checklist, this book will provide you with the exact templates and strategies that you can use now to increase your effectiveness.
I also loved the idea so well articulated in this book that eludes so many salespeople and sales managers. “Sales quotas are designed to be met in an eight hour five day work week. If you are working more than eight hours a week to meet your quota, something is wrong with your system.”
This book dispells many traditonal sales myths while providing systematic techniques for sales success in the new economy.
This is a must read for salespeople and especially sales managers.
Dave Lakhani
Author
Persuasion: The Art Of Getting What You Want
http://www.howtopersuade.com
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I pre-ordered this a while back and it finally arrived a few weeks ago, let me tell you this book really tells it like no other and tells you how to sell like no other. This is not the same worn-out “make more calls” or the “go to networking groups” nonsense I’ve read in every other book. This is hands-on step-by-step systems and techniques that you can use to begin generating leads right now. It is so refreshing to finally read a realistic sales book instead of the same old stuff just repackaged for the new millenium. Thank you Frank!
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This book is a break-through to those new to the sales industry and to those who are looking for some fresh techniques to give them the edge. Frank leads you through a sometimes comical and insightful story of the latest tactics and methods to make your sales volume increase dramatically.
Some of the cliches in this book about old methods of selling, will ring true in the ears of an experienced sales person and sound warnings for the new. You will know what not to look for and exactly what to do when it comes to sales.
An excellent buy and an incredible offer on his website if you use the amazon receipt number.
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This book not only presents ways to develop contacts without cold calls, but helps those of us who are “way in to cold calls” and need a way to make progress. I recommend this to anyone in sales. Excellent, excellent material, readable and easy to put into practice. I laid it beside my computer to generate the first effective flyer in ages! Thanks Rumbauskas. And the newsletter is superb too.
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While the book by Rumbauskas will aid any “Glenn-Gary, Glenn-Ross” …the vacation, the knife, or “the axe”… sales person tap into the magic of truly qualified leads.
This is one case where the title is misleading. Never Cold Call Again: Achieve Sales Greatness without Cold Calling doesn’t really require you learn things the painful way first.
You do NOT have to have started (or even slipped) into cold calling to gain the risk rewards that comes with sales greatness. Rather, you need only read the book, learn the simple strategies, and then like several other sales people and the other people (myself include) who generate leads the smart way–enjoy the results.
If I could give a book 6 stars, I’d certainly do so for Never Cold Call again because more than entertaining or educating …Rumbauskas’ book is elevating — of the whole profession from the “Death of a Salesman, Tin Men, or Grilled” to something more like the Merchant of Venice.
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I really needed a shift in my attitude, I was getting depressed. I’m young and new at selling and was coming from a place of desperation. Now I’m the expert and I qualify customers, even qualify out, get it over with. This is healthier for me and will result in more sales. Thank god.
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I have been a sales professional for 7 years and have read a multitude of sales books, the majority of which helped me in some small way improve my sales and the sales process. This is the first book which has really helped me to the hardest part of my job, that is to generate good leads. This book brings a clear and concise game plan for all sales people to follow. If your in sales you need this book!
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Have you ever sat there thinking to yourself “there HAS to be a better way than this?” Well, this book may be what you’re looking for. Early in my sales career, I would frequently butt heads with another rep in our office that insisted on making countless cold calls each and every day, injecting tired and old clichés, and would have fewer solid appointments at the end of the day than those of us who cold called very little. The core of our head butting revolved around cold calling and how I believed he was wasting his time, but he was a “sales pro” and I was the beginner so what did I know? Turns out Frank Rumbauskas, Jr. has the exact same outlook on cold calling as I do, and many of the arguments I made with my former co-worker are discussed in his book.
Cold calling is “interruptive” marketing. Who wants to be interrupted in the middle of something by some telemarketer? Talk about a grand way to dissuade a potential prospect before you even say the first word! It’s no wonder the sales profession has such a stigma!
If you’re interested in turning the “numbers game” in your favor, you owe it to yourself to read Frank’s book. It’s a quick read, and it will debunk many of the current “old school” sales methodologies many of us in the profession have come to detest.