Download PDF Take the Cold Out of Cold Calling, by Sam Richter
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Take the Cold Out of Cold Calling, by Sam Richter
Download PDF Take the Cold Out of Cold Calling, by Sam Richter
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Product details
Paperback: 312 pages
Publisher: Beaver's Pond Press (July 9, 2009)
Language: English
ISBN-10: 1592982093
ISBN-13: 978-1592982097
Product Dimensions:
7 x 0.8 x 8.8 inches
Shipping Weight: 1.3 pounds (View shipping rates and policies)
Average Customer Review:
4.8 out of 5 stars
74 customer reviews
Amazon Best Sellers Rank:
#152,501 in Books (See Top 100 in Books)
I was thrown into the water, so to speak, in inside advertising sales, and asked to swim. So I researched several books on the topic of cold calling, and saw that "How to Take the Cold Out of Cold Calling" had all 5-star reviews. I'm not sorry I bought this one! This book is a wealth of information about developing relationships and acting in more of a consultative sales manner so as not to turn potential advertisers off with an overly "sales-y" approach.The book also lists all kinds of wonderfully helpful websites and how to use them to find pertinent information about the person you're trying to contact, including e-mail addresses, names, titles, business information and statistics, etc. which is tremendously valuable to researching BEFORE you call. Thank you, Mr. Richter! You've helped me get off to a solid start in sales.I highly recommend this wonderful book.
I wish this book was about taking the cold out of people. At the time I bought this, the content was well written and full of useful information. That is why I gave it five stars. But with today's declining society and the social me-me-me-media, I find that Sam's information didn't work for me anymore.I'm from the old school and will probably go down with the ship. I prefer face to face contact over any other contact method. Those types of relationships last the longest. I also answer my phone and avoid the social me-me-me-media sites like the plague. I use email only as a last resort.I don't know if there is a revised edition, but look for one. Sam's information about the internet was great at the time, but it is outdated now.Update 2/25/16: Sam told me that he does two editions a year, so look for his latest edition. At the time of this update, he was on his 12th edition.
This book is supposed to be about doing web searches on sales prospects, but it is really useful in any kind of search. I know how to search, but this both reminded me of the advanced aspects and gave me new methods, sites, and approaches. I was going to pass this to a colleague after reading it, but instead I bought him another copy -- I'm not parting with mine.
This book has a great amount of info on finding information on businesses (once you know the name). It also has some great tips on social networking to leverage your sales database.However I didn't find the searching tools revolutionary. I should say I'm an engineer and researcher by trade. So many of the google search tools he explains I already knew and used. If you're a fast and able google searcher you may not need this book. If you do a google search and it returns more results than you know what to do with, you do need this book.
A wonderful book. Extraordinary value. Still great after all these years - it is scary how much public information is out there. This book can turn a ordinary person into a master researcher. Well done. 5 Stars.
This was a great book... Worth every penny, and nothing more need be said, but I am still writing to get by the Amazon word count filter.
Let me say that this book is GREAT for someone new to business to business phone prospecting and even better for someone who does web mining (researching contact lists). I also like how the book is written in a straight-forward, non-gimmicky manner.This is NOT "Selling to VITO" or any of those other lame, gimmicky approaches. This book advises that cold callers use an elevator pitch that is tailored to the prospect and establishes value up front. It also gives a good deal of information on researching the calls in order to tailor it to the prospect. In fact, in my opinion, the book focuses TOO MUCH on the research portion and not enough on the actual cold calling.Take the COLD Out of Cold Calling begins by explaining why it's important to research calls, it then goes into great detail on how to research them by walking readers through intermediate to advanced search engine techniques, and listing several business research websites. It closes with some brief examples of how a well researched call should go. There is also a good appendix that lists much of the web research info from the book in a condensed, easily reference-able form.Pros: Written specifically for B2B cold calls - no space wasted on B2C; straight-forward, realistic, and non-gimmicky; excellent background on researching calls and lists; covers the basics - sell benefits, not features, etc.; well organized and easily referenced; a couple decent - though not great - phone scripts and email templatesCons: The huge majority of the book is dedicated to web researching rather than actual cold calling; most information is basic or entry-level (for example, using Hoovers or Jigsaw to research companies and contact); any worthwhile cold caller would know most of the info in the book within their first 3 months on the jobBottom line: If you are new to B2B cold calling or if you are involved in list building or data mining, this could be a FANTASTIC resource to you. However, if you are anywhere beyond entry-level in sales or other B2B cold calling, this book is probably nothing more than a review or a quick reference.
Sorry, mr Sam Richter, you didn't convince me.I got this book, together with another book about cold calling. The other book convinced me that cold calling is more about the numbers and some good scripts instead of first doing the research about the person and than making the call. Why it convinced me? I put both methods in action and I got many more appointmens with the book that said that cold calls were all about the numbers.
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