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"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as youdo in cold calling, your success percentage and your income willskyrocket."- Jeffrey Gitomer, Author, Little Red Bookof Selling "You can never get enough of a good thing! Read this bookand USE its contents!"- Anthony Parinello, Author, Selling toVito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that coldcalling doesn't work anymore. Yet, millions of salespeopleare stuck in the past, using twentieth-century sales techniques totry to…mehr
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as youdo in cold calling, your success percentage and your income willskyrocket."- Jeffrey Gitomer, Author, Little Red Bookof Selling "You can never get enough of a good thing! Read this bookand USE its contents!"- Anthony Parinello, Author, Selling toVito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that coldcalling doesn't work anymore. Yet, millions of salespeopleare stuck in the past, using twentieth-century sales techniques totry to lure twenty-first century customers. There has to bean easier way to find prospects - and there is. Today's mostsuccessful salespeople are using modern technology to bringprospects to them, rather than fishing for prospects over the phoneor knocking on doors. Never Cold Call Again offers practical, step-by-stepalternatives to traditional cold calling for salespeople, smallbusiness owners, and independent professionals who are activelybuilding a client base. The Information Age presents endlessopportunities for finding leads without cold calling. In fact,Frank Rumbauskas's system brings prospects to thesalesperson, rather than the other way around. Readers will findunbeatable sales advice on effective self-promotion, generatingendless leads, how to win prospects using e-mail, prospecting onthe Web, networking, developing effective proposals, and muchmore. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketingconsultation and coaching services to firms who wish to providequalified leads to their sales force rather than have them spendproductive work time cold calling. He is the author of theself-published hit Cold Calling Is a Waste of Time(0-9765163-0-6).
Frank J. Rumbauskas Jr. started his sales career cold calling to no avail, failing to make his numbers, only to receive the useless advice of "increase your activity" from managers. He then went into a trialand-error period of several years and developed a complete system of selling that made him a top producer without cold calling. Author of the self-published sensation Cold Calling Is A Waste Of Time, Frank lives in Phoenix, Arizona, where he is a partner in several businesses including an insurance agency, a telecom services provider, and, of course, his sales training company, which strives to educate all salespeople that there are much better ways to prospect than cold calling. Frank's blog can be found at nevercoldcall.typepad.com.
Dedication. Author Bio. Preface. PART I: A NEW WAY OF SELLING. 1. Times Have Changed: Welcome to the Information Age 2. Why "Selling" is Out and Self Marketing is In. 3. Old Answers are Wrong Answers. 4. Think like a Business Owner. 5. A Shift in Power. 6. The Power of Leverage and the Advantage of Systems. PART II: YOUR SELF MARKETING SYSTEM FOR LEAD GENERATION. 7. Self Marketing Basics. 8. A Twist on Cold Calling. 9. Powerful Phone Techniques that Work! 10. Why E mail Beats the Phone. 11. Traditional Direct Mail that Works. 12. The World Wide Prospecting Web. 13. Keeping in Touch, Automatically. 14. Weblogs. 15. Gain Prospects' Trust through Free Seminars. 16. Easily Obtain Free Publicity. 17. Be a real "Consultative Salesperson" 18. Real Networking that Really Works. PART III: YOU'VE GOT THE LEADS NOW GET THE SALES. 19. The Sales Appointment Process. 20. Developing a Relevant and Powerful Proposal. 21. Presenting Your Proposal and Getting the Sale. 22. Following Up and Keeping Your Customers Happy. 23. Final Thoughts on Modern Self Marketing.
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