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|  | |  | | | Take the Cold Out of Cold Calling | | | | | SKU:
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Usually ships in 1 business days | | | | | | IMPORTANT NOTE: This book is now in its 8th Edition, published September, 2011, and the content has been updated to accurately reflect current search techniques and websites.
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...
- How to build deep and meaningful relationships with prospect and clients.
- Ways to access highly qualified lead lists -- for FREE!
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- it's scary what you can find once you know how to look.
- Social networks including LinkedIn, Facebook, Twitter and the secrets on how to use them as amazingly powerful Sales Intelligence engines.
- 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 full access to the online Know More! Resource Center and downloadable Toolbar, making it easy (and FUN) to practice what you learn.
Awards:
Sales Book of the Year Medalist
USA Book News Book of the Year
Axiom Business Book Awards Medalist | | | |
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| | Product Details | | Author: | Sam Richter | | Paperback: | 312 pages | | Publisher: | Beaver's Pond Press | | Publication Date: | July 09, 2009 | | Language: | English | | ISBN: | 1592982093 | | Product Length: | 9.0 inches | | Product Width: | 7.12 inches | | Product Height: | 0.77 inches | | Product Weight: | 1.35 pounds | | Package Length: | 9.0 inches | | Package Width: | 7.0 inches | | Package Height: | 1.1 inches | | Package Weight: | 1.1 pounds | | Average Customer Rating: |  based on 54 reviews |
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| | Customer Reviews | Average Customer Review: ( 54 customer reviews )
Write an online review and share your thoughts with other customers.
Most Helpful Customer Reviews
5 of 5 found the following review helpful:
Cold Calling at an Entirely New Level Oct 22, 2008
By Ric Lager
"Registered Investment Advisor"
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.
6 of 7 found the following review helpful:
A Must read! Jun 23, 2008
By Armchair Interviews
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: [...]
3 of 3 found the following review helpful:
You Can't Hide From Me Apr 27, 2010
By Stox
Take the Cold Out of Cold Calling is now a permanent fixture in my bookcase. I keep it very close to my computer. Whenever I can't easily find info on a person or a company, I open this book. The chapters on finding "hidden" stuff, like company execs' email and/or phone numbers has proven to be invaluable.
2 of 2 found the following review helpful:
Take the Cold Out of Cold Calling Nov 10, 2011
By Rolf Dobelli
"getAbstract"
Google identifies more than one trillion unique Internet URLs (web page addresses), with new pages multiplying exponentially. Thousands of different search engines can help you locate information on these trillion-plus pages, but a single search can net hundreds of thousands of results. So much information exists online that finding what you want can be difficult. In his helpful, resource-rich book, Internet and sales expert Sam Richter teaches you how to search the web effectively. Richter details numerous specialized search engines and websites for finding business information that will impress your prospects. getAbstract recommends Richter's guide to salespeople who want to close more business by becoming or sounding supremely well informed.
2 of 2 found the following review helpful:
Awesome resource for non-sales folks too! Jul 19, 2010
By Judy Schriener
"judywriter"
Recently saw a standing-room-only presentation by Sam at a national conference and was taking notes furiously. He said that everything he said was in his book and I couldn't get to it fast enough. I am not in sales; I am a journalist and author (Building for Boomers) and a person who uses the Web a lot personally too. I wish I'd known this stuff years ago! Sam is a generous person, giving away his toolbar, which he updates regularly, to help us find info with just a few clicks. It's at takethecold.com under "warm call center." The book is worth 10x its selling price, though I'm happy we don't have to pay what it's worth. HIGHLY RECOMMENDED!
See all 54 customer reviews on Amazon.com
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