Synopses & Reviews
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.
After coaching thousands of salespeople, Keith Rosen, one of America's
favorite Sales coaches and trainers, has developed a proven process that
anyone could follow to achieve incredible success at attracting more
prospects and it's all outlined in this book. It contains tools, templates
and strategies to create your own painless prospecting and follow-up system
that will attract new prospects-and convert them into sales; advice on how
to find the best prospects-and avoid those who aren't qualified; suggestions
on coping with rejection, boosting your self confidence, eliminating call
reluctance, managing a healthy prospecting mindset, and ensuring prospects
will listen to what you have to say; methods for establishing a rapport with
prospects, understanding their needs, and getting them interested in how
your product or service will benefit them; the hidden secrets of effective
networking and to generating a steady stream of referrals; an infallible
follow-up system that will keep your name in front of each prospect and
protect you from losing sales to your competitors, up until the time they
are ready to buy so that you never "Drop the ball" again.
The ultimate sales skill.
Without the right techniques, it's tough to get a warm reception when you're cold calling clients. This perfect source for business people offers advice on how to approach prospective customers with confidence, without fear of rejection, and with enough savvy to keep them on the phone long enough to initiate business deals and increase profits for their companies-and themselves.
About the Author
Keith Rosen, MCC, is one of America's favorite success coaches and the
President of Profit Builders. He is the author of Time Management for Sales
Professionals and The Complete Idiot's Guide to Cold Calling. Keith took the
management, business ownership, coaching, and direct selling experience that
made him a million dollar producer into the business community, where he
works with individuals, small businesses, and Fortune 500 companies in order
to maximize their potential. Keith is one of the first out of only a handful
of trainers and consultants who has earned the distinguished Master
Certified Coach designation and most important, walks his talk. He provides
sales and leadership coaching that inspires you to move from intention and
into action so that you can master your time, boost your sales and income,
and achieve bigger, more rewarding goals without the steep and costly