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Cold Calling for Chickens [Paperback]

Bob Etherington (Author)
4.8 out of 5 stars  See all reviews (38 customer reviews)

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Product details

  • Paperback: 160 pages
  • Publisher: Cyan Books and Marshall Cavendish (23 Oct 2006)
  • Language: English
  • ISBN-10: 1904879810
  • ISBN-13: 978-1904879817
  • Product Dimensions: 13 x 1.2 x 19.8 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (38 customer reviews)
  • Amazon Bestsellers Rank: 76,186 in Books (See Top 100 in Books)

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Product Description

Synopsis

"Cold calling" - making contact with strangers - is the biggest fear confronting businesspeople, especially those who work in sales and marketing. "Put me in front of a customer and I can persuade them to buy anything...just don't ask me to cold call!" Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successive course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence.

About the Author

Bob Etherington is a charismatic and inspiring speaker with a background in sales working for Rank Xerox, Grand Metropolitan and Reuters. Today, he runs his own training company, SpokenWord
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Customer Reviews

4.8 out of 5 stars
38 reviews
4.8 out of 5 stars
Most Helpful Customer Reviews
21 of 21 people found the following review helpful
5.0 out of 5 stars Reality Check 2 Mar 2009
By Mr. Kenneth Nairn
Format:Paperback
Excellent book by an experienced sales professional. Practical ideas that make real common sense and provide a structure to go out and cold call effectively.

Etherington provides a reality check for many sales people on what I would call the "tacky numbers game", he explains that;

95% of sales people make the first cold call,
50% of sales people make the second cold call,
25% of sales people make the third cold call,
15% of sales people make the fourth cold call,
10% of sales people make the fifth cold call,

and just 5% of sales people make the sixth cold call and they take 85% of the available new business in any market.

A very good book about how important it is to have both structure and perseverence in sales in general and cold calling especially.

Highly recommended, especially in these credit crunch times.
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11 of 11 people found the following review helpful
5.0 out of 5 stars Brilliant 31 Jan 2010
By C. Ryan
Format:Paperback
What can I say, I picked up this book and didnt put it down until I had finished it. I was scared to death of cold calling and had absolutely no idea where to start fixing my ums and ers, how to begin wording what I wanted to say, or asking the right sort of questions.

Not only did this book help me with all of that, but it inspired me and made me even want to go and start calling people up, because it's one step to the top of the mountain, don't take that step and how do you expect to get up there? We all know that, but the writer of this book really motivates you with the tools to back you up on your journey.

Brilliant.
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10 of 10 people found the following review helpful
5.0 out of 5 stars If You Hate Cold Calling ... 30 Dec 2009
By G. Britton
Format:Paperback|Amazon Verified Purchase
I have been in software sales now for nearly 12 years and like most sales people I work with, there is a general loathing for cold calling. But as the book states, 85% of business out there is won by the 5% of the sales people able to make cold calls. This book provides an approach and, more importantly, a mental attitude that you can use, not only in sales, but in other areas of your life.

After having read this book twice, I have a completely different outlook on the calling process and using the tips in the book, I am no longer worried about the rejections I get, nor the objections from customers.

Easy to read, easy to digest and I am looking forward to a revamped sales career in 2010.
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6 of 6 people found the following review helpful
5.0 out of 5 stars This chicken is warmed up! 31 Jan 2010
By Ms. Jl Hirst
Format:Paperback
Having never been a fan of cold calling I thought I'd read this book to see if there were any tips that I could put into place. Thank goodness I did - Bob has made it an interesting read and an extremely useful book with tools and techniques that are easy to understand and simple to adopt. A must for anyone who needs to sell.
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24 of 26 people found the following review helpful
5.0 out of 5 stars Nobody wants to but we all have to 15 Nov 2006
By Tired sales executive
Format:Paperback
I hate it...not the book.....but Cold Calling itself. I have tried every way to get out of it and find new customers some other way but none of them work. This is really a book about how to overcome the fear in a very quirky way....and I have to admit it actually works. Even miserable potential customers are not as scary now. I am ordering several copies for my staff.
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5 of 5 people found the following review helpful
5.0 out of 5 stars Gets results right away 17 Feb 2012
By Mr. M. K. Egan
Format:Paperback|Amazon Verified Purchase
This book is the best investment I have made for a long time. Prior to purchasing the book, I had already tried my hand at cold calling with some success but it was very hit and miss. I wanted to learn whatever I could to hone my technique and this book gave me the advice in spades.

I work for a charity which provides a free service to clients so I am not your traditional salesman but we are heavily reliant on funding and one of the ways in which our performance is measured is through meeting targets-which means getting clients through the door.

The most successful way I have found of getting clients through the door is by securing client referrals from other organisations which means cold calling them and there has been a marked improvement in my cold calling progress since I started applying the principles in this book.

For example, one of the reasons I was more 'miss' than 'hit' prior to reading the book is that I often got stuck on the line with the "gatekeepers" who basically don't always have the authority to make a decision on what you are requesting.

By doing a bit of prior research or "intelligence" and by employing the tactics advocated in the book to bypass the gatekeepers, you can save yourself a lot of time and effort by getting through to the best person to speak to.

One schoolboy error I made was by not keeping a record of organisations I had contacted. In hindsight I can see that some have fobbed me off by getting me to send more information in the post or by email and I never hear from them again. If you keep a record, you can always make that follow up call and change your approach or perhaps you will speak to somebody different next time or someone who isn't having a bad day and is more receptive to what you have to say.... Read more ›
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4 of 4 people found the following review helpful
5.0 out of 5 stars A hero is no braver than any ordinary man. He is just braver 5 minutes longer (Ralph Waldo Emmerson) 27 Mar 2011
By Caufrier Frederic
Format:Paperback|Amazon Verified Purchase
If you are in sales, account management, business development or any business that needs cold calling, this is an excellent book to read.

Bob Etherington makes a lovely case here, brought with a lot of no-nonsense information, lots of humor and this all based on actual sales experience. Cold calling is one of those tools that for one reason everybody stays away from, so the author makes a nice case on how to tackle this fear issue and to move forward. And this book does help you as reader to get a different and positive view on cold calling.

Some of the material covered are basic, like AIDA (Attention, Interest, Desire en Action) or the Urgent-Importance matrix, still Bob Etherington allows and motivates you to look further.

Action planning, time management, phone scripts, attitudes and impact on sales, power scripts for an appointment, cold calling to sell a product directly over the telephone....all this gets covered in this nice and fast read.

Recommended!

Contents
Section 1 - Introduction
Section 2 - Marking out the chicken run
Section 3 - Attitude
Section 4 - Telling isn't selling
Section 5 - How to keep them delivering the golden eggs
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Most Recent Customer Reviews
5.0 out of 5 stars Bob's the Man!
I bought this book as I needed to make some cold calls, and didn't want to fumble my way through them. Read more
Published 1 month ago by AndyO
5.0 out of 5 stars Confidence booster
Cold calling can be a difficult task, but very rewarding. This book provides a plan and framework, which is a great help
Published 1 month ago by jon breeds
5.0 out of 5 stars Excellent
Well I bought 10 of these books one for each of my staff....they all have it to refer to and I have seen an improvement in sales ;o)
Published 1 month ago by Pacepacker Services ltd
5.0 out of 5 stars Great marketing book
Superb book with a no-nonsense approach. Highly recommended. Cut out the waffle and get to the point with this book!
Published 2 months ago by J. J. Robertson
4.0 out of 5 stars Worthwhile
I didn't expect much of this book and don't even know why I bought it, but thank goodness I did. I have done much canvassing and do suffer from nerves although I have found I am... Read more
Published 3 months ago by Ian C. Layzell
5.0 out of 5 stars Cold Calling
I bought this book as it is an area I cover in my work, but am not the best at doing. I found it really useful & did some of the exercises and it has improved my technique no end.
Published 3 months ago by Mrs Judith M Healy
5.0 out of 5 stars A must read for any salesman, sales director, or managing director
I have had the good fortune of reading around 15 or so great business books in the past 8 months. Whilst buying a book about the 80/20 principle, I came across this strangely... Read more
Published 4 months ago by J Welch
5.0 out of 5 stars Super practical
Easy readable, excellent and inspiring examples (deep case analysis). Super practical manual to better selling. Read more
Published 4 months ago by Happy Philosopher
5.0 out of 5 stars No chickens here now!
This is a great book for anyone who has a fear of cold calling. Lots of really good avice and tips. I bought this to give to some of my staff to read who have always said they... Read more
Published 4 months ago by Mrs. Patricia M Wilkinson
4.0 out of 5 stars Great motivational book
This book I recommend to anybodywho wants to get out there and make things happen. The cold calling techniques are maybe better in other books but the content of the book... Read more
Published 5 months ago by FABIAN DELLE
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