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The Complete Idiot's Guide to Cold Calling
Cover of The Complete Idiot's Guide to Cold Calling
The Complete Idiot's Guide to Cold Calling
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Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.

If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.

Keith will show you how to:

Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit.

Create winning voice mail messages that will ensure more return calls.

Develop your MVP (Most Valuable Proposition) that separates you from your competition.

Craft the Compelling Reasons that would motivate a prospect to speak with you.

Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later."

Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.

Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.

Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.

If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.

Keith will show you how to:

Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit.

Create winning voice mail messages that will ensure more return calls.

Develop your MVP (Most Valuable Proposition) that separates you from your competition.

Craft the Compelling Reasons that would motivate a prospect to speak with you.

Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later."

Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.

Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.

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About the Author-
  • Keith Rosen is the executive sales coach that top managers, sales professionals and executives in many of the world's leading companies call first. As a prominent, engaging speaker, Master Coach and well-known author of many books and articles, Keith is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, in their behavior and in their results.

    For his work as a pioneer and a leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journal recently named Keith's coaching firm, Profit Builders, one of the "Top Nine Best Training Firms" in the country. It was Keith Rosen who was called upon after the devastation of 9/11 to develop an internal executive coaching initiative for leaders in the Intelligence community.

    Keith is the author of Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling and The Complete Idiot's Guide To Closing the Sale. His latest book, Coaching Salespeople into Sales Champions is for anyone who's looking to better hire, retain, develop and coach a team of top producers (December, 2007).

    Keith's articles can be found in Selling Power Magazine and has appeared in feature stories in The New York Times, The Washington Times, Inc. Magazine, Sales and Marketing Management's Ultimate Motivation Guide with Stephen Covey, The Wall Street Journal, TheStreet.com and Entrepreneur radio. Keith is also a frequent contributor on the Selling Power Live monthly audio collection and is currently the Sales Coach and Expert Advisor for AllBusiness.com.

    If you're ready for better results quickly, contact Keith about personalized, one to one or team coaching and training at 1-888-262-2450 or e-mail info(at)profitbuilders.com.

    Visit Keith Rosen online at www.ProfitBuilders.com for more Podcasts and videos and be sure to sign up for his free newsletter "The Winners Path" at www.profitbuilders.com/winnerspath.htm.

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Keith Rosen, Mcc
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