Full Description

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.

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 -

Excerpt

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