Take the Cold Out of Cold Calling
Take the Cold Out of Cold Calling
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 List Price: $34.95 Sale Price: $21.60 Availability: Usually ships in 24 hours Eligible For Free Shipping 
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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)
Details
- ISBN13: 9781592982097
- Condition: NEW
- Notes: Brand New from Publisher. No Remainder Mark.
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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.
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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!
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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: [...]
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I wish I had the vocabulary of Barack Obama to convey my excitement after sitting through this 2 hour presentation.
Every once in awhile you sit through a presentation that’s useful, this was it for me.
By using the book, I will be able to find a common bond with everyone I meet with, not to mention enhancement pre-approach information.
Thanks Sam, and Good Luck
Joe
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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!
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This book is great! It’s an easy way to learn how to get smart on the internet. I have learned so much about my clients, my friends and my potential customers just by practicing a few of these tools. Well worth the time to read and practice these tips.
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As a business owner I am always looking for tools to improve. Within the first couple of weeks it has paid for itself. This is a “must have” for all business people whether you are in sales or not. The tools and suggestions will help you in all areas of your life. If possible attend the seminar!
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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.
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I work with insurance and investment products. I am relatively new to this industry. My biggest hangup beginning in this industry was that I didn’t know what resources were all available to me and how to utilize them. I constantly felt like I was working inefficiently and ineffectively.
Then I fell on this book. In all honesty, I am not sure how one person, Sam Richter, could acquire so much knowledge and insight on so many different online sources.
Simply put: I know how to utilize professional databases that would otherwise cost me $4000 and $5000, and now use them virtually for free (and fully legal). I strategically use online networking sites, and do so very effectively. I search in Google and Yahoo differently than I used now that I know how they are set up. Amongst dozens of other options he presents.
It is set up clearly, has easily summarized chapters, the quicktips are summarized in the back of book and indexed. . . overall it is a fantastic source that I am grateful to have in my arsenal.
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I am finally writing a review on Amazon after many years. I just felt like this was such a good book I needed to write it. This is a great book because it not only is helpful for sales but also looking for a job. There is so much info out on the internet and Sam really breaks it down. It’s a great resource that I think everyone should own!! Wow..that wasn’t so hard to do.