Never Cold Call Again

Achieve Sales Greatness Without Cold Calling
Author: Frank J. Rumbauskas, Jr.
Publisher: John Wiley & Sons
ISBN: 9781118040782
Category: Business & Economics
Page: 192
View: 9912
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"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."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople 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. Never Cold Call Again 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. Frank 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 Cold Calling Is a Waste of Time (0-9765163-0-6).

No More Cold Calling(TM)

The Breakthrough System That Will Leave Your Competition in the Dust
Author: Joanne S. Black
Publisher: Business Plus
ISBN: 0446562173
Category: Business & Economics
Page: 226
View: 8038
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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 system, 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 your business 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.

The Referral of a Lifetime

Never Make a Cold Call Again!
Author: Tim Templeton
Publisher: Berrett-Koehler Publishers
ISBN: 1626568537
Category: Business & Economics
Page: 208
View: 5172
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Your Best Prospects Are Referred Prospects! Nobody likes cold calls. And nobody really needs to make them. The Referral of a Lifetime teaches a step-by-step system that will allow anyone to generate a steady stream of new business through consistent, qualified referrals while retaining and maximizing business with existing customers. Tim Templeton emphasizes the importance of applying the golden rule in business—putting the relationship with your customer first, rather than just making the sale. This second edition adds a technique for creating a profile of your ideal customer and explains how to reach the tipping point on online reviews and testimonials so you can expand your business 24/7. Your customers, colleagues, and friends already know every new contact you will ever need to succeed. When you apply Tim Templeton's system, they will naturally refer those potential new customers to you.

The Referral Engine

Teaching Your Business to Market Itself
Author: John Jantsch
Publisher: Penguin
ISBN: 9781101429518
Category: Business & Economics
Page: 256
View: 4076
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The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you. The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends-it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch's strategies include: -Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening. -The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical. -Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to. The secret to generating referrals lies in understanding the "Customer Referral Cycle"-the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine. This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget.

Fearless Referrals: Boost Your Confidence, Break Down Doors, and Build a Powerful Client List


Author: Matt Anderson
Publisher: McGraw Hill Professional
ISBN: 0071782885
Category: Business & Economics
Page: 256
View: 3656
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Use Your Contacts as the Building Blocks to Success "The 'Golden Rules' for developing a continuous chain of high-quality referrals for any product in any business." —Brian Tracy, bestselling author of The Psychology of Selling "This easy-to-use, practical guide will dramatically increase your referral stream." —Jon Voegele, Regional Vice President of Agency, COUNTRY Financial "Matt Anderson has written an indispensable manual to doing business in our networked age where ideas and business opportunities travel virally." —Magnus Lindkvist, trendspotter and author of Everything We Know Is Wrong and The Attack of he Unexpected When you ask a successful salesperson how he or she gets so much business, the answer is always the same: “Word of mouth.” A quality referral is vastly more valuable than any other form of marketing. But how much time and effort do you actually spend harvesting those referrals? Fearless Referrals shows how to secure consistently higher quality referrals the right way. This groundbreaking guide provides a toolbox of wording that works, powerful fear-killing techniques, and proven referral-gathering methods that will completely transform your business. Learn how to: Overcome the fears of rejection and appearing too needy Develop a six-step system where others are comfortable opening doors for you Create relationships that foster future referrals Ask the right people, the right way, at the right time for a referral You can build a world-class business simply by leveraging your most valuable asset—your network. As you become increasingly fearless about referrals, word-ofmouth is money in the bank.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients


Author: Bill Cates
Publisher: McGraw Hill Professional
ISBN: 0071791671
Category: Business & Economics
Page: 256
View: 3973
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More Introductions! More Appointments! More Clients! You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals. While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients. "Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife "Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals "Beyond Referrals explains how to avoid leaving money on the table from what I call the 'second sale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice." -- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI

Unstoppable Referrals

10x Referrals Half the Effort
Author: Steve Gordon
Publisher: Unstoppable CEO Press
ISBN: 9780990494102
Category:
Page: 176
View: 3703
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Take Command of Your Referrals Marketing strategist Steve Gordon dares you to re-evaluate your approach to attracting referrals and shows you a contrarian approach to referrals that will have you kicking yourself for not reading this book sooner. Gordon doesn't offer stale advice like "ask more often" or "improve customer service" or "use this script!" He gives you a paradigm shifting approach to getting loads more referrals, while spending less time, effort and energy. You'll finally see a path to attracting a predictable stream of referrals to your business...without ever "begging" for a referral again! Discover: The three ways to increase your referrability The trick to getting 5-10 referrals in your very next client meeting Why "asking more" rarely leads to more referrals The secret reason you're not getting more referrals Why chasing "referral partners" is a waste of time

Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold

The Four Cornerstones That Turn Business Relationships Into Gold
Author: Bill Cates
Publisher: McGraw Hill Professional
ISBN: 9780071458412
Category: Business & Economics
Page: 224
View: 1968
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Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers: Work less and earn more by getting existing customers to work for them generating high-quality referrals Turn every business contact into a relationship and every relationship into a sales success story

The Art of Selling Real Estate


Author: Patricia Cliff
Publisher: Createspace Independent Publishing Platform
ISBN: 9781534601932
Category:
Page: 236
View: 3799
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In the wake of the housing collapse of 2008, the real estate business has never been more challenging. But for over 35 years--through up and down markets---Patricia Cliff, a Senior Vice President at The Corcoran Group, has been one of the most successful agents in the United States. In The Art of Selling Real Estate, Cliff offers a career's worth of practical advice that any agent can use right away. She explains how to build life-long relationships with clients as their trusted real estate advisor, by becoming the indispensable element in every real estate transaction--through the delivery of a consistent, authentic, remarkable high level of personalized service. Cliff's topics include: the art of the new soft sell; the necessity of selling the client on appropriate pricing; how to preserve the commission structure; how to dress up and optimally market properties; how to make money while you sleep by increasing your net worth with wise real estate investments; how to take your business to the next level with the creation and management of a successful real estate team; and how to create an exit strategy that will keep you relevant, involved and receiving a continued income flow as a rainmaker for your team.

Embrace Your Magnificence


Author: Fabienne Fredrickson
Publisher: Hay House, Inc
ISBN: 1401946747
Category: Self-Help
Page: 272
View: 1820
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What started as a love letter to her young daughter has become Fabienne Fredrickson’s message to women everywhere: "You are a magnificent being, truly deserving of a full and abundant life." In Embrace Your Magnificence, Fabienne lays out a course in self-esteem. She shows that when you realize how great you truly are, you free yourself to confidently shift your life. When you see how glorious and brave you are, you gather the courage to break out of your shell, stop playing small, and step into your potential. When you honor, love, and value yourself, you accept all the abundance the universe has in store for you. By living the principles within these 72 inspiring lessons, Fabienne has created an extraordinary life for herself and her family. Her advice—which comes from real-world experiences in both her personal life and her work with clients—is universally beneficial and can be applied in anyone’s life. With love, appreciation, and compassion, Fabienne encourages you to move forward in your own journey, so you too can have a richer, fuller, more abundant life.

The Sales Survival Handbook

Cold Calls, Commissions, and Caffeine Addiction--The Real Truth About Life in Sales
Author: Ken Kupchik
Publisher: AMACOM
ISBN: 0814438652
Category: Business & Economics
Page: 208
View: 7692
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"The Sales Survival Handbook, the funniest sales book of all time." --Hubspot Working in sales, you have the opportunity to make more money and drink more coffee than you ever thought possible! You also get these bonus benefits: customers who lie to your face, quotas that change as soon as you hit them, management that puts soul-crushing demands on you to produce . . . and so much pressure you're likely to experience PSSD (Post Sales Stress Disorder). Whether you've been in sales for a while, are new to the game, or just need a lift, this humorous yet practical guide shows you how to: Overcome objections without tears * Get out of a sales slump...legally * Cold call without sedatives * Beg for referrals * Spot common types of customers, coworkers, and managers * Decipher compensation plans * Deal with the day-to-day * Maintain a social life (mission impossible) * And much, much more The Sales Survival Handbook contains all the do's, don'ts, quizzes, lists, and real-world advice you need to survive the agony and enjoy the ecstasy of your sales career.

Valuable Content Marketing

How to Make Quality Content the Key to Your Business Success
Author: Sonja Jefferson,Sharon Tanton
Publisher: Kogan Page Publishers
ISBN: 0749465816
Category: Business & Economics
Page: 248
View: 5631
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*Community Choice Winner of the 2014 Small Business Book Awards* Unthink what you've learned about sales and marketing communication. If you want to engage potential customers and help your business stand out from the crowd, you need to do things differently. From websites, white papers and blogs to tweets, newsletters and video, content is king in the digital world, now more than ever before. Get it right and you have a huge opportunity to connect with clients and customers in ways they appreciate and trust - they'll soon be knocking at your door wanting to do business with you. Valuable Content Marketing shows you how to create and share the type of information that clients, customers and search engines really want - on your website, using social media, and through more traditional methods. Whether you're starting a business or looking to grow, this book shows you how to get better results from your marketing efforts.

Fanatical Prospecting

The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119144760
Category: Business & Economics
Page: 304
View: 8055
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Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Don't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions


Author: Bill Cates
Publisher: McGraw Hill Professional
ISBN: 0071595465
Category: Business & Economics
Page: 200
View: 619
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Create an Army of Advocates for You and Your Business Word-of-mouth, person-to-person connections matter more to your success than all the hard-sell strategies in the world. This ingenious self-marketing guide by America's #1 “Referral Guru” reveals surefire secrets that will help you to identify, and successfully meet, hundreds of high-quality referrals. Without spending a dime, you can shorten your sales cycle, increase your profits, and expand your network of friends and contacts--by giving them something to talk about. You will discover The 7 Deadly Referral Mistakes and How to Avoid Them 12 Ways to Get Great Prospects Calling You 10 Social Prospecting Ideas That Generate Referrals 6 Tactics for Stronger Introductions PLUS the 4-Point VIPS MethodTM for Asking for Referrals Whether you're a small business owner, self-employed worker, or company salesperson, referrals are the most inexpensive and effective way to drum up business. With Cates' techniques, you can establish a real name for yourself by making more connections, and more money, than you ever thought possible. “I dare you to read this book and not come away with a dozen or more ideas you can put to use immediately.” -Gerhard Gschwandtner, publisher, Selling Power magazine

Hanging Out for a Living

A Formula for Building a Relationship-Based Business as Taught by an Ancient Master
Author: Mark Herdering
Publisher: Mark Herdering
ISBN: 9780991053810
Category:
Page: N.A
View: 1439
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Tyler Cirella is having a bad day, a really bad day. This morning his wife, Karen, threatened to leave him for foolishly investing in, yet another, network-marketing business opportunity. His boss gave him notice that he has thirty days to turn his sales numbers around, or he's out of a job. The crippling migraine headaches that have plagued him for over two years are getting worse. And, on top of his crushing financial troubles, he's found himself on the hook for a Moroccan teapot that he accidently damaged at a local teashop. In a quiet moment of desperation Tyler reminisces about a happier time in his life, his high school days, when his after school pastime was hanging out with his friends. -I wish there was a way to make money by hanging out. I wish I could hang out for a living, - he says to himself--or so he thinks. In that moment Tyler encounters a most unlikely mentor, Oscar, a rotund, twenty-five-hundred-year-old Babylonian who resides in the teapot. Oscar offers to teach Tyler how to hang out for a living using a simple formula for building financially productive business relationships, provided he follows a key precept; that it's only possible to hang out for a living by doing so in service to others. So begins Hanging Out for a Living, an utterly unique and captivating business novel of spiritual adventure that has captured the imaginations of novice entrepreneurs and seasoned business professionals alike.

The Samurai Samba Vinci Way

How to Improve Your Executive Presence, Increase Trust and Lead Your Team at a World-Class Level
Author: Claudio Toyama
Publisher: N.A
ISBN: 9780999010303
Category:
Page: 206
View: 2633
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Internal subject matter experts (SMEs) across industries are getting promoted into leadership roles at a staggering rate these days. To save time and money, organizations are tapping their engineers, software developers and the like for new roles with titles like senior manager, director and vice president -- only to discover these newly appointed leaders are not at all equipped to lead. It's not that they aren't good people; they simply don't have the skills necessary yet to be effective leaders. But leadership development expert and executive coach Claudio Toyama knows how you can get the leadership skills you need with a program that gets results. The Samurai Samba Vinci(TM) Way is the step-by-step guide for anyone who is climbing the leadership ladder all the way to the top. Focusing on who you are being on the inside first, Toyama explains what you need to do to improve your executive presence, increase trust and lead your team at a world-class level so you show up in your new role not only competent, but confident, too.

Recommended

How to sell through networking and referrals
Author: Andy Lopata
Publisher: Pearson UK
ISBN: 0273758462
Category: Business & Economics
Page: 304
View: 2399
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Referrals and recommendations are the most effective drivers of new business. This book will show you how to make your business thrive by generating referrals and sales from your own networks cheaply, effectively and quickly. Written by Andy Lopata, who was christened ‘Mr Network’ by The Sun and listed as one of Europe’s leading business networking strategists by the Financial Times in 2009, Recommended will show you how to implement a simple yet effective strategy you can rely on to source the leads you need to keep your business flourishing. You will discover: How to generate more of the leads that produce better quality business, leads that convert more easily and more quickly into real sales Detailed guidance on how to use LinkedIn to generate referrals Practical, takeaway information which can be implemented easily in any business that needs to generate new sales

Networking Like a Pro

Turning Contacts into Connections
Author: Ivan Misner,Brian Hilliard
Publisher: Entrepreneur Press
ISBN: 1613083580
Category: Self-Help
Page: N.A
View: 2512
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Grow Your Business with the Right Connections It’s easy to feel like networking is a waste of time, energy, or money—but that just means you’re doing it wrong. In this new edition of Networking Like a Pro, networking experts Dr. Ivan Misner and Brian Hilliard reveal key networking techniques to help you grow your business. In this comprehensive guide, you’ll discover strategies that go beyond collecting business cards and turn networking into a profitable resource for your business. Dive into this book and discover how the most successful networkers leverage their brand, expertise, and customers to achieve greatness in life. You’ll learn how to: Attract the right people with a carefully crafted Unique Selling Proposition Gain your most valuable customers with referrals from networking partners Make your best first impression with the 12 x 12 x 12 Rule Choose networking events and activities that best fit your needs Build and expand your network with a calculated follow-up strategy Avoid behaviors that damage your reputation and push potential partners away Plus, gain access to worksheets, templates, and the Networking Scorecard designed to help you get the most out of your network. If you’re ready to build connections that turn relationships into profitable customers, the Networking Like a Pro is for you!

Hello, Startup

A Programmer's Guide to Building Products, Technologies, and Teams
Author: Yevgeniy Brikman
Publisher: "O'Reilly Media, Inc."
ISBN: 1491910046
Category: Computers
Page: 604
View: 4098
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This book is the "Hello, World" tutorial for building products, technologies, and teams in a startup environment. It's based on the experiences of the author, Yevgeniy (Jim) Brikman, as well as interviews with programmers from some of the most successful startups of the last decade, including Google, Facebook, LinkedIn, Twitter, GitHub, Stripe, Instagram, AdMob, Pinterest, and many others. Hello, Startup is a practical, how-to guide that consists of three parts: Products, Technologies, and Teams. Although at its core, this is a book for programmers, by programmers, only Part II (Technologies) is significantly technical, while the rest should be accessible to technical and non-technical audiences alike. If you’re at all interested in startups—whether you’re a programmer at the beginning of your career, a seasoned developer bored with large company politics, or a manager looking to motivate your engineers—this book is for you.

Nonstop Sales Boom

Powerful Strategies to Drive Consistent Growth Year After Year
Author: Colleen Francis
Publisher: AMACOM
ISBN: 0814433774
Category: Business & Economics
Page: 288
View: 9888
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Do your company's sales results lurch between highs and lows--with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement: Attraction: Fill the funnel with lucrative prospects Participation: Turn them into customers faster Growth: Invest in valued clients Leverage: Turn customers into referral generators When companies concentrate on only one or two of these areas, their results become erratic. With the field-tested strategies in Nonstop Sales Boom, readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening examples of sales disasters and standouts, this practical guide brings balance to the selling process, reliability to revenues, and booming sales all year long.