Rating: 
Summary: A must read for all sales people
Review: This book was by far the best that I have read. The book covers all aspects of a sucessful cold calling campaign. I purchased this book when sales were slow and was forced to lay off my sales staff. As a result of reading this book, I was able to increase my sales and rehire my sales staff. This book is now part of our sales training.
Rating:
Summary: GOLD!!! Read This, Practice This, and Benefit!
Review: Unlike many self-help or how-to books, this book is written by someone who makes a living by cold calling, and loves it! In the book he says, "For me, heaven will be a small room with a telephone and a never-ending list of prospects." That's sick!!! No. That's author Paul S. Goldner who points out how terrified he was when he first started cold calling, and how ineffective his cold calling was while working for an employer. It wasn't until he formed his own business, that he came to the realization of how important prospecting was, that he forced himself to improve his cold calling skills. This book focuses on the Planning and Prospecting phases of the sales cycle, and will help you turn your fear of cold calling into desire. Topics covered include: Smart Prospecting, Becoming Rejection-Proof, Cold Call Examples, Handling Objections, Working With Voice Mail, What To Do When You Reach An Administrative Assistant/Secretary, Examples of Letters to Follow Various Cold Calls, etc. This book is the real deal, only about 150 pages, but loaded with information. Master his methods, and your business/sales should certainly flourish!
Rating:
Summary: GOLD!!! Read This, Practice This, and Benefit!
Review: Unlike many self-help or how-to books, this book is written by someone who makes a living by cold calling, and loves it! In the book he says, "For me, heaven will be a small room with a telephone and a never-ending list of prospects." That's sick!!! No. That's author Paul S. Goldner who points out how terrified he was when he first started cold calling, and how ineffective his cold calling was while working for an employer. It wasn't until he formed his own business, that he came to the realization of how important prospecting was, that he forced himself to improve his cold calling skills. This book focuses on the Planning and Prospecting phases of the sales cycle, and will help you turn your fear of cold calling into desire. Topics covered include: Smart Prospecting, Becoming Rejection-Proof, Cold Call Examples, Handling Objections, Working With Voice Mail, What To Do When You Reach An Administrative Assistant/Secretary, Examples of Letters to Follow Various Cold Calls, etc. This book is the real deal, only about 150 pages, but loaded with information. Master his methods, and your business/sales should certainly flourish!
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