Take the Cold Out of Cold Calling

Features

• Cover Type: Paperback with 310 pages
• Published by: Beaver's Pond Press; Pap/Cdr edition May 1, 2008
• Written in: English
• ISBN 10 Number: 1592982093
• ISBN 13 Number: 978-1592982097
• Book Dimensions: 8.8 x 7 x 0.9 inches
• Weighs: 1.2 pounds

Product Review
Richter's book is a must-have resource for anyone involved in sales and business development. --Harvey Mackay, New York Times #1 Author

Sam Richter's ingenious strategies for researching prospective clients online are invaluable. Savvy sellers can now craft enticing account-entry campaigns, position themselves as trused advisors, and shorthen their sales cycle. --author Jill Konrath, Selling to Big Companies

Sam has demystified the process of acquiring and interpreting knowledge on customers. This is a profoundly practical, pragmatic, and accessible book that cuts through the complexity and offers immediate value. --Philip R. Styrlund, President, The Summit Group

Product Description
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 solutions you know your clients want and need. By practicing the techniques taught in the book, you will make a great first impression during sales calls, you will be sure to sell relevant solutions, 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 practical online research tips, tricks, and tools you can use to find information and make a big-time impression with any prospect, and improve your chances of keeping your margins with existing clients. You'll get step-by-step instructions along with real examples. You'll learn
- Inside secrets on using the Internet to locate critical business information.
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- it's scary what this amazing search engine can help you find.
- The ''Invisible Web'' 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.

Includes a resource CD.

Reader Reviews
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: [...]