Cold calling is one of the most awkward--and unsuccessful--ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling Methodology, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate you from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLING™ provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.
Note on the Digital Edition:
This digital edition is presented exactly as the first publication release by Warner Business Books in 2006. My points of view and the referral process remain the same. What has changed are some of the references to companies and resources.
It's filled with exclamation marks, lots of all-capital words, and breathless enthusiasm. It is far different from many of the existing "how to sell intangible services" systems. Yet, referral selling, as espoused and explained by Black, works. Although her energetic prose occasionally can be off-putting, she's got proven ideas and a great methodology--if it were truly transparent. The issue? That too much other information obscures her killer acronym, or attract (Tell, Remind, Audience, Contacts, Touch), elaborated on in chapter 10. For sure, the other data enhance and feed into her themes; how could anyone argue with topics such as management responsibilities, four essential attitudes, the right kind of customer, etc.? Bottom line: the message is muddied, despite some wonderful advice, personal success stories, and great practical tools and templates." —Barbara Jacobs, Booklist
Effective selling begins with a steady supply of leads. This book gives them practical answers and useful tools." —Neil Rackham, researcher, writer and author of SPIN Selling.
In business, standing out is critical to success, and Joanne Black hits a home run with NO MORE COLD CALLING." —Jane Edwards, President, Creed & Creed International
Joanne Black’s NO MORE COLD CALLING provides a system that will heat up your business and your career" —Susan RoAne, author of The Secrets of Savvy Networking and How To Work a Room
No More Cold Calling is a simple, straightforward, step-by-step guide on how to get all the great prospects you'll need." —Michael S. Clouse, Editor-in-Chief, Nexera e-NewsT
Referrals are the Holy Grails of selling. NO MORE COLD CALLING shows you how to get great referrals every day." —Jeffrey Fox, bestselling author of Secrets of Great Rainmakers