Cold Calling for Chickens
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More About the Author
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
Most Helpful Customer Reviews
16 of 16 people found the following review helpful
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.
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.
8 of 8 people found the following review helpful
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.
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.
7 of 7 people found the following review helpful
Format:Paperback
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.
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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Most Recent Customer Reviews
Good, short imformative book
Like myself and many other people who bought this book, we all has a disliking to picking up the phone and cold calling. With this book I have learned a lot. Read more
Published 29 days ago by Nicolas Antoniou
cold calling for chickens
This is a short and easy to read book which gives some great ideas and incentives to make the calls. Lots of common sense all put in one small book.
Published 1 month ago by Mr. Jonathan S. Breeds
Gets results right away
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... Read more
Published 3 months ago by Mr. M. K. Egan
Soar with the Eagles!
Love this. If you want to read a book this year that will greatly improve your business, let it be this one. Read more
Published 3 months ago by Neil
Very effective
This is a very effective book. It provides a clear step by step method on how to approach cold calling whilst staying a chicken. Read more
Published 6 months ago by B. Isabella
The best intro to sales going
I turned to sales mid-career, and frankly was terrified of the idea. For the prior year I didn't even use a phone, I was a number cruncher who mostly communicated via email. Read more
Published 7 months ago by Christopher Apostolou
Funny and excellent advice
Very useful book for me to start cold calling and to get positive results. I'm much better at it now, after 3 weeks of practice! Thank you for sharing!
Published 10 months ago by Vivienne
Part of the answer
I have to admit, I am not the entire way through this yet but based on what I have read so far, and flicked through to the end.
Positives:
1. Read more
Positives:
1. Read more
Published 12 months ago by Jamie Panter
A hero is no braver than any ordinary man. He is just braver 5 minutes...
If you are in sales, account management, business development or any business that needs cold calling, this is an excellent book to read. Read more
Published 14 months ago by Caufrier Frederic
easy to read, easy to understand and easy to get results
This book is a great book for new or established sales people looking to get results from the most important aspect of new business sales. Read more
Published 16 months ago by LNutt
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