{"product_id":"never-cold-call-again-isbn-9780471786795","title":"Never Cold Call Again","description":"\"Cold calling is the lowest percentage of sales call success.  If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket.\"\u003cb\u003e\u003ci\u003e-\u003c\/i\u003e Jeffrey Gitomer, Author, \u003ci\u003eLittle Red Book of Selling\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"You can never get enough of a good thing!  Read this book and USE its contents!\"\u003cb\u003e- Anthony Parinello, Author, \u003ci\u003eSelling to Vito\u003c\/i\u003e and \u003ci\u003eStop Cold Calling Forever\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSalespeople everywhere are learning the hard way that cold calling doesn't work anymore.  Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers.  There has to be an easier way to find prospects - and there is.  Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNever Cold Call Again\u003c\/i\u003e offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.\u003c\/p\u003e \u003cp\u003eFrank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit \u003ci\u003eCold Calling Is a Waste of Time\u003c\/i\u003e (0-9765163-0-6).\u003c\/p\u003e  Preface.  \u003cp\u003e\u003cb\u003ePART ONE: A New Way of Selling.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. Times Have Changed:Welcome to the Information Age.\u003c\/p\u003e \u003cp\u003eA Background on Selling in the New Economy.\u003c\/p\u003e \u003cp\u003e2. Why Selling Is Out and Self-Marketing Is In.\u003c\/p\u003e \u003cp\u003e Selling in Today’s World.\u003c\/p\u003e \u003cp\u003eWhy Cold Calling Doesn’t Work Anymore.\u003c\/p\u003e \u003cp\u003eBuying versus Selling.\u003c\/p\u003e \u003cp\u003eSelling Is Selling.\u003c\/p\u003e \u003cp\u003eSelling Is Stupid.\u003c\/p\u003e \u003cp\u003e3. Old Answers Are Wrong Answers.\u003c\/p\u003e \u003cp\u003e4. Think Like a Business Owner.\u003c\/p\u003e \u003cp\u003eKnow What’s Important to Prospects.\u003c\/p\u003e \u003cp\u003eProfit Justification.\u003c\/p\u003e \u003cp\u003eAvoid Empty Rapport Building.\u003c\/p\u003e \u003cp\u003eWhat Are Your Goals?\u003c\/p\u003e \u003cp\u003e5. A Shift in Power.\u003c\/p\u003e \u003cp\u003eAttaining Unstoppable Confidence.\u003c\/p\u003e \u003cp\u003eOvercoming Limiting Beliefs.\u003c\/p\u003e \u003cp\u003eReframing Limiting Beliefs.\u003c\/p\u003e \u003cp\u003eWhat’s Your Secret Excuse?\u003c\/p\u003e \u003cp\u003eYour Prospects and Customers Need You!\u003c\/p\u003e \u003cp\u003e6. The Power of Leverage and the Advantage of Systems.\u003c\/p\u003e \u003cp\u003eLeverage Is Massive Power.\u003c\/p\u003e \u003cp\u003eThe Advantage of Systems and a System of Systems.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO: Your Self-Marketing System for Lead Generation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7. Self-Marketing Basics.\u003c\/p\u003e \u003cp\u003eWhat Is Self-Marketing?\u003c\/p\u003e \u003cp\u003eCreating Your Message.\u003c\/p\u003e \u003cp\u003eWhat You Must Communicate to Prospects.\u003c\/p\u003e \u003cp\u003e8. A Twist on Cold Calling.\u003c\/p\u003e \u003cp\u003eCold Calls Are a Fleeting Moment in Time.\u003c\/p\u003e \u003cp\u003eCreating Your Marketing Piece.\u003c\/p\u003e \u003cp\u003eGetting Your Message Out.\u003c\/p\u003e \u003cp\u003eEmploy Leverage: Make It Automatic.\u003c\/p\u003e \u003cp\u003e9. Powerful Phone Techniques That Work!\u003c\/p\u003e \u003cp\u003eThe Image of Supreme Power.\u003c\/p\u003e \u003cp\u003e10. Why E-Mail Beats the Phone.\u003c\/p\u003e \u003cp\u003eE-Mails versus Phone Calls.\u003c\/p\u003e \u003cp\u003eMaking Initial Contact via E-Mail.\u003c\/p\u003e \u003cp\u003eFollowing Up via E-Mail.\u003c\/p\u003e \u003cp\u003eEmploy Leverage: Using Autoresponder Systems.\u003c\/p\u003e \u003cp\u003eVideo E-Mail for High Response Rates.\u003c\/p\u003e \u003cp\u003e11. Traditional Direct Mail That Works.\u003c\/p\u003e \u003cp\u003eCondensing Your Sales Message.\u003c\/p\u003e \u003cp\u003eFormats That Get Responses.\u003c\/p\u003e \u003cp\u003eGet Your Letters Opened.\u003c\/p\u003e \u003cp\u003eFollowing Up on Your Mailer.\u003c\/p\u003e \u003cp\u003eEmploy Leverage: Automated, Inexpensive Direct Mail.\u003c\/p\u003e \u003cp\u003e12. The World Wide Prospecting Web.\u003c\/p\u003e \u003cp\u003eWhy You Need a Personal Web Site.\u003c\/p\u003e \u003cp\u003eUse Your Web Address Everywhere.\u003c\/p\u003e \u003cp\u003eBuilding a Site Quickly and Inexpensively.\u003c\/p\u003e \u003cp\u003eDriving Traffic to Your Site.\u003c\/p\u003e \u003cp\u003eThe Web Is the Ultimate Form of Leverage.\u003c\/p\u003e \u003cp\u003e13. Keeping in Touch, Automatically.\u003c\/p\u003e \u003cp\u003eThe Importance of Ongoing Contact.\u003c\/p\u003e \u003cp\u003eAdvantages of a Free Newsletter.\u003c\/p\u003e \u003cp\u003eHow a Free Newsletter Builds Momentum through Leverage.\u003c\/p\u003e \u003cp\u003eIf It Doesn’t Help Them, They Won’t Read It.\u003c\/p\u003e \u003cp\u003eBuilding Your Newsletter List.\u003c\/p\u003e \u003cp\u003eEven More Leverage through Autoresponders.\u003c\/p\u003e \u003cp\u003e14. Weblogs.\u003c\/p\u003e \u003cp\u003eWhat Is a “Blog”?\u003c\/p\u003e \u003cp\u003eHow a Blog Attracts Qualified Prospects.\u003c\/p\u003e \u003cp\u003eSetting Up Your Blog.\u003c\/p\u003e \u003cp\u003eDriving Traffic to Your Blog.\u003c\/p\u003e \u003cp\u003eThe Goal of Driving Traffic to Your Blog.\u003c\/p\u003e \u003cp\u003e15. Gain Prospects’ Trust through Free Seminars.\u003c\/p\u003e \u003cp\u003eBecome the Authorized Expert.\u003c\/p\u003e \u003cp\u003eKeep It Simple and Manageable.\u003c\/p\u003e \u003cp\u003eGetting People to Attend.\u003c\/p\u003e \u003cp\u003eConducting Your Free Seminar.\u003c\/p\u003e \u003cp\u003eConvert Attendees to Customers.\u003c\/p\u003e \u003cp\u003e16. Easily Obtain Free Publicity.\u003c\/p\u003e \u003cp\u003eReporters Cold Call, Too!\u003c\/p\u003e \u003cp\u003eWhy the Media Needs You.\u003c\/p\u003e \u003cp\u003eMaking the Initial Contact.\u003c\/p\u003e \u003cp\u003eUse Leverage to Get More Publicity.\u003c\/p\u003e \u003cp\u003e17. Be a Real Consultative Salesperson.\u003c\/p\u003e \u003cp\u003eBe a True Consultant, Not Another Sales Rep.\u003c\/p\u003e \u003cp\u003eCompensation.\u003c\/p\u003e \u003cp\u003eApplying the Law of Compensation.\u003c\/p\u003e \u003cp\u003e18. Real Networking That Really Works.\u003c\/p\u003e \u003cp\u003eThe Holy Grail of Sales That’s So Hard to Find.\u003c\/p\u003e \u003cp\u003eOffer Real Incentives.\u003c\/p\u003e \u003cp\u003eKeeping Your Network Updated and Motivated.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE: You Have the Leads—Now Get the Sales.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e19.  The Sales Appointment Process.\u003c\/p\u003e \u003cp\u003eIf They’re Qualified, This Is the Easy Part.\u003c\/p\u003e \u003cp\u003eThe Kiss Test.\u003c\/p\u003e \u003cp\u003eLearn to Qualify-Out.\u003c\/p\u003e \u003cp\u003eGetting the First Appointment.\u003c\/p\u003e \u003cp\u003ePreparing for the Initial Meeting.\u003c\/p\u003e \u003cp\u003eA Relevant Questioning Process.\u003c\/p\u003e \u003cp\u003eGet Your Profit-Justification Information.\u003c\/p\u003e \u003cp\u003eUncover the Prospect’s Real Need.\u003c\/p\u003e \u003cp\u003eKnow the Decision Making Process.\u003c\/p\u003e \u003cp\u003e20. Developing a Relevant and Powerful Proposal.\u003c\/p\u003e \u003cp\u003eAlways Remember the Prospect’s Real Need.\u003c\/p\u003e \u003cp\u003eThe Process of Profit Justification.\u003c\/p\u003e \u003cp\u003eFulfilling the Three Main Business Needs.\u003c\/p\u003e \u003cp\u003eOutward Appearance.\u003c\/p\u003e \u003cp\u003eAvoid Clichés and Useless Information.\u003c\/p\u003e \u003cp\u003e21. Presenting Your Proposal and Getting the Sale.\u003c\/p\u003e \u003cp\u003ePreparation.\u003c\/p\u003e \u003cp\u003eKnow Whom You’re Talking To.\u003c\/p\u003e \u003cp\u003eDon’t Bore Them—Stick to What’s Relevant.\u003c\/p\u003e \u003cp\u003eProve That You Can Meet Their Real Needs.\u003c\/p\u003e \u003cp\u003eProduct Demonstrations.\u003c\/p\u003e \u003cp\u003eFind Out What Comes Next.\u003c\/p\u003e \u003cp\u003eIf They Don’t Buy Right Away.\u003c\/p\u003e \u003cp\u003e22. Following Up and Keeping Your Customers Happy.\u003c\/p\u003e \u003cp\u003eThank You.\u003c\/p\u003e \u003cp\u003eObtaining Referrals.\u003c\/p\u003e \u003cp\u003eObtaining Testimonials.\u003c\/p\u003e \u003cp\u003eKeep Your Customers Up-to-Date.\u003c\/p\u003e \u003cp\u003eYour Customers-Only Newsletter.\u003c\/p\u003e \u003cp\u003e23. Final Thoughts on Modern Self-Marketing.\u003c\/p\u003e \u003cp\u003eIt’s Based on Prospecting, but the Entire System Is Different.\u003c\/p\u003e \u003cp\u003eMaintain the Right Attitude and Persona.\u003c\/p\u003e \u003cp\u003eBuild on Your Systems.\u003c\/p\u003e \u003cp\u003eAlways Find New Ways to Prospect.\u003c\/p\u003e \u003cp\u003eYour Only Real Enemy Is Time!\u003c\/p\u003e \u003cp\u003eAbout the Author.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cb\u003eFRANK J. RUMBAUSKAS\u003c\/b\u003e is the author of \u003ci\u003eSelling Sucks\u003c\/i\u003e, \u003ci\u003eThe Never Cold Call Again Online Playbook\u003c\/i\u003e, and the \u003ci\u003eNew York Times\u003c\/i\u003e bestseller \u003ci\u003eNever Cold Call Again!\u003c\/i\u003e Frank spent the first half of his sales career cold calling. Finally, after years of effort, he perfected a system of lead-generation techniques that catapulted him to the top of sales at Lucent Technologies, and has since changed the lives of countless salespeople around the world.  GENERATE MORE LEADS AND HIGHER SALES—WITHOUT COLD CALLING!\u003cbr\u003e \u003cbr\u003e   \u003cp\u003eSalespeople everywhere are learning the hard way that cold calling just doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first-century customers. But today's consumers have no patience for the sales pitch—that is, if they even answer the phone at all.\u003c\/p\u003e \u003cp\u003eThere has to be an easier way to find more and better prospects—and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone. In Never Cold Call Again, Frank Rumbauskas shows you how to move your sales program into the Information Age using modern marketing tools like e-mail, Web sites, and blogs. Based on interviews with top performers, proven marketing tactics, and his own sales experience, Rumbauskas shows you how to make more money in sales without the high-pressure tactics and closing speeches everyone is sick of. This cutting-edge guide will bring your sales methods into the future, without the cold call. Plus, you'll learn how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eCraft a unique message and get it out to the masses\u003c\/li\u003e \u003cli\u003eUse e-mail to land prospects you wouldn't get over the phone\u003c\/li\u003e \u003cli\u003eUse direct mail techniques that still work\u003c\/li\u003e \u003cli\u003eBuild a Web site and drive traffic to it\u003c\/li\u003e \u003cli\u003eMaintain ongoing contact with prospects\u003c\/li\u003e \u003cli\u003eUse newsletters to get the word out\u003c\/li\u003e \u003cli\u003eWrite a blog to attract qualified prospects automatically\u003c\/li\u003e \u003cli\u003eGet free publicity from the media\u003c\/li\u003e \u003cli\u003eThink like an independent consultant, not a sales rep\u003c\/li\u003e \u003cli\u003eDevelop and deliver a powerful sales proposal\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eCold calling isn't just ineffective; it's outdated. Never Cold Call Again will show you how to tap into the power of modern marketing to increase your prospects and boost your sales—without even picking up the phone!\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989685453029,"sku":"NP9780471786795","price":20.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471786795.jpg?v=1761785099","url":"https:\/\/k12savings.com\/products\/never-cold-call-again-isbn-9780471786795","provider":"K12savings","version":"1.0","type":"link"}