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    Lessons from 100,000 Cold Calls: Selling Techniques That Work...No Matter How Many Calls You Make

    Lessons from 100,000 Cold Calls: Selling Techniques That Work...No Matter How Many Calls You Make

    by Stewart Rogers

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      ISBN-13: 9781402234569
    • Publisher: Sourcebooks
    • Publication date: 01/01/2008
    • Sold by: Barnes & Noble
    • Format: eBook
    • Pages: 288
    • File size: 2 MB

    Stewart Rogers has made over 100,000 cold calls to business decision-makers throughout the United States during his 25 years as a sales professional, selling software, hardware, advertising, training and technical information. He currently lives in Raleigh, North Carolina.

    Table of Contents

    Part One: Welcome to My World

    Chapter 1: Selling black cats at midnight

    Chapter 2: Nobody does it better
    Element of surprise
    Personal contact
    Immediate feedback
    Flexibility
    Cost effectiveness

    Chapter 3:Your mission, should you choose to accept it
    Evolution
    Specific roles
    For best results

    Chapter 4:Houston, we have a problem!
    Navigational error
    System failure
    Fuel shortage

    Part Two: Selling 101

    Chapter 5:The dancing refrigerator
    Organizational benefits
    Individual benefits
    Relative value

    Chapter 6:Trust makes the world go 'round
    Trust-based selling
    Barriers to trust

    Chapter 7:Can your company be trusted?
    Old friends are the best friends
    Will you be my neighbor?
    Bigger is better, sometimes
    The establishment
    The wow factor

    Chapter 8:Can you be trusted?
    I am you, and you are me.
    I like; therefore, I buy.
    Straight shooters
    Wise guys
    Hear me, heal me
    A helping profession
    Celebrity sells
    I believe in you and me

    Chapter 9:Event-driven marketing
    Organizational changes
    Market trends -
    Competition
    Cost increases
    New regulations
    Disasters

    Part Three: The Right Companies

    Chapter 10:The case of Big Bob

    Chapter 11:Target marketing
    Location
    Organization
    Size
    Revenue
    Years in business
    Nature of business
    Other variables
    Epilogue

    Part Four: The Right People

    Chapter 12:A day in the life
    Busy
    Stressed
    Skeptical
    Hopeful
    Ambitious

    Chapter 13:-You are what you do
    Entrepreneurs
    Sole-proprietors
    Chief Executive Officers (CEOs)
    Chief Financial Officers (CFOs)
    Chief Operations Officers (COOs)
    Chief Information Officers (CIOs)
    Sales Managers
    Marketing Managers
    Professionals
    Educational leaders
    Government officials

    Chapter 14:Hot buttons
    Newcomers
    Old timers
    Public figures
    Pet projects

    Chapter 15:-Decision making
    Five styles
    Adolescents
    Who to avoid

    Chapter 16:-Names
    In-house information
    Company website
    Internet search
    Local publications
    List brokers
    Asking -

    Part Five: Goals & Priorities

    Chapter 17:Set a course
    The balance
    Process goals
    Outcome goals
    In the end

    Chapter 18:Eat dessert first
    Ranking systems
    Caution

    Part Six: Master Database

    Chapter 19:Compiling data
    Clean-up
    De-duping
    Reformatting
    Merge/purge
    Do not call

    Chapter 20:Data management software
    Fields
    Functionality

    Part Seven: Know Your Stuff -

    Chapter 21:The semi-expert
    Features
    Benefits
    Objections
    Customer service
    Legal and safety
    Price
    Technical terms
    Competitive advantage

    Chapter 22:Back-up
    Cheat sheets
    Experts
    Collateral material

    Part Eight: Sound Power

    Chapter 23:Use the Force, Luke
    In the beginning
    Tones

    Chapter 24: Harmonic conversion
    Loudness
    Rate
    Pitch
    Intonation
    Fluency
    Enunciation
    Pronunciation
    Variations
    Warmth
    Energy

    Chapter 25:Interference
    Connections
    Nonverbal

    Part Nine: Getting In

    Chapter 26:Direct dial
    Research
    The receptionist

    Chapter 27:Gatekeepers
    Plan A
    Plan B
    Acceptance

    Chapter 28:When to call

    Part Ten: What to Say -

    Chapter 29:Winning words
    The sweetest sound
    Being polite
    Subliminal "Yes"
    Too much of a good thing

    Chapter 30:You had me at hello
    The greeting
    The answer
    And you?
    Variations
    Detractors

    Chapter 31:The fifteen-second introduction
    Essential message
    Script

    Chapter 32:The sixty-second overview
    Script
    Transitional questions
    What's next?

    Chapter 33:"Yes!"
    Call to action
    Timing -
    The magic words

    Chapter 34:"I have a question."
    Thanks
    The real issue
    Active listening
    What they want to hear

    Chapter 35:"Ask me a question."
    Basics
    Don't
    Step-by-step
    Conclusions

    Chapter 36:"I have an objection."
    Before you start
    No need
    No money -
    No time
    No trust
    No authority

    Chapter 37:"I'm not interested."

    Chapter 38:Leave a message
    Script
    Why messages make sense

    Chapter 39:Follow-up
    Action items
    Hand-offs
    Repeat calls
    E-mail
    Record keeping

    Part Eleven: Self-Management

    Chapter 40:Fear
    Kiss of death
    The boogeyman

    Chapter 41: -Playing to win -

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    Stewart Rogers has made 100,000 cold calls...and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success.

    Compiling his lessons and techniques into an easy-to-use
    guide, Rogers shows salespeople how to:

    -Set realistic, yet challenging goals
    -Build a master database of sales prospects
    -Write simple yet powerful scripts
    -Build immediate and intimate trust by phone
    -Sell concept and credibility in 60 seconds
    -Sell ethically by phone

    Free audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls is the one book salespeople need.

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