Successful Cold Call Selling
Successful Cold Call Selling by Lee Boyan, published by the American Management Association in 1989, is a comprehensive guide designed to enhance the skills of individuals engaged in sales and marketing. This subsequent edition, comprising 275 pages, provides readers with proven techniques for effectively introducing themselves to new prospects, whether in person or over the phone. The book focuses on strategies to gain confidence, eliminate buyer reluctance, and design effective cold-calling approaches.
Readers will discover methods to identify potential clients from often overlooked sources and learn how to create compelling invitations for their presentations. The book addresses common challenges faced during cold calls, such as dealing with skepticism and objections, and offers practical advice for overcoming these hurdles. With a focus on business communication and telemarketing, Successful Cold Call Selling serves as a valuable resource for anyone looking to improve their sales techniques and achieve greater success in their outreach efforts.
Official synopsis Publisher
“Successful Cold Call Selling gives you powerful, proven techniques to perform at your best when introducing yourself to new prospects. Whether in person or by phone, the book shows you how to gain an audience that has top-level buying authority. You will learn how to: Gain confidence and conquer the fear of making cold calls Eliminate reluctance on the part of the buyer Design a cold-calling strategy for getting new business Avoid commonly used, ineffective words and phrases Find prospects from a variety of often overlooked sources Create an irresistible invitation to hear your presentation Relax even the toughest prospects Deal with indifference, skepticism, procrastination, and objections This is the ultimate blueprint for anyone who wants to master the art of cold-call selling.”
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