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Successful Cold Call Selling [Paperback]

Lee Boyan
5.0 out of 5 stars  See all reviews (2 customer reviews)
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Book Description

7 Jan 1989
"Successful Cold Call Selling gives you powerful, proven techniques to perform at your best when introducing yourself to new prospects. Whether in person or by phone, the book shows you how to gain an audience that has top-level buying authority. You will learn how to: Gain confidence and conquer the fear of making cold calls Eliminate reluctance on the part of the buyer Design a cold-calling strategy for getting new business Avoid commonly used, ineffective words and phrases Find prospects from a variety of often overlooked sources Create an irresistible invitation to hear your presentation Relax even the toughest prospects Deal with indifference, skepticism, procrastination, and objections This is the ultimate blueprint for anyone who wants to master the art of cold-call selling."

Product details

  • Paperback: 288 pages
  • Publisher: Amacom; 2nd Revised edition edition (7 Jan 1989)
  • Language: English
  • ISBN-10: 0814477186
  • ISBN-13: 978-0814477182
  • Product Dimensions: 23 x 15 x 2 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 504,427 in Books (See Top 100 in Books)

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Product Description


"Ideal for new and veteran sales reps alike, here is the perfect primer for a tough, rewarding job." --"The Wall Street Journal"

Inside This Book (Learn More)
First Sentence
The question I get asked most often from members of my seminar audiences is, "Lee, what did you ever sell?" Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

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Most Helpful Customer Reviews
19 of 23 people found the following review helpful
By A Customer
I got so much more out of this book than the title suggests! Boyan takes the time to help you go over what you really WANT out of your prospecting and presenting efforts. He points out the flaws in the cold-hearted, selfish motives for sales, and shows how putting the customer's goals first, always helps you achieve YOUR goals later. Then, he gives you step-by-step points for writing your own script and presentation plan. Beyond just cold-calling, this book can help you with every new prospect you meet and that, oh so vital, first few minutes of interaction. This book is a treasure, and one I'm getting for all my Sales Leaders for Christmas!
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5.0 out of 5 stars Best book on cold calling 19 May 2012
By Culture Enthusiast TOP 1000 REVIEWER
Format:Paperback|Verified Purchase
This is the best book on cold calling that I have ever read. I wish I came across it earlier. It is structured in a no nonsense way and helps you creating openers and probing objections in an intelligent way. It provides plenty of examples and I found it very effective.
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Most Helpful Customer Reviews on (beta) 3.8 out of 5 stars  9 reviews
20 of 21 people found the following review helpful
4.0 out of 5 stars Selling techniques over the phone, etc. 28 Jan 2003
By A Customer - Published on
The author did a very good job of sticking to his objective of only teaching you cold calling techniques; that is, techniques to get the appointment, not techniques on how to sell once you got that appointment. He had many, many good ideas; some of which I learned, some of which I knew but had to be reminded of. I would recommend his book to anyone wanting to do a better job at cold call prospecting. The one big negative I would say about this book is that he took too many pages to get his points across, much too verbose. I got tierd of reading it, and kept telling myself, OK, when is he going to get to the point. Other than that, I would highly recommend the book.
18 of 19 people found the following review helpful
5.0 out of 5 stars Phenomenal coaching from a real-life sales superstar ! 28 Dec 2003
By Pork Chop - Published on
Format:Paperback|Verified Purchase
First of all, my career background touches
many fields, such as computers, internet,
customer service, sales, telemarketing,
insurance, finance, telecommunications
and so on.
In a previous existence or job, I handled
thousands of outbound sales calls, mixed
with inbound, as well.
I've done veyr well well in my field, but also,
I've witnessed some sales superstars with equal
and sometimes, even better sales experience and
results than my own.
Reading the 260 pages of this book, by Mr Lee Boyan,
I have to admit this man is the right man to coach
veteran and newbie sales reps alike.
The door-to-door selling, or in personal sales,
coupled with telemarketing or outbound sales,
advice is obviously, plainly based in reality.
Frequently, the advice he gives, I find I've been
practicing many of those points all along, by
learning through my own mistakes, but also, by
knowing what worked the best, and by natural talent,
and also, by picking up from co-workers.
The bottom line, is that this book will easily FINE-TUNE
your own techniques, approaches. It will inform you
of new skills, perhaps you've never used in a job
situation (either on the phone, or in person, or
setting appointments). It will make you realize of many
small tricks you felt were "your own" but actually, are
techniques all pros should be using, all the time, on
the job.
This book was written 1983, and then revised in 1989,
yet it feels like it was written this year !!!
That's how good it is.
20 of 22 people found the following review helpful
4.0 out of 5 stars Learn how to prospect 21 Mar 2002
By dan - Published on
Boyan's book is essentially a book about prospecting and turning those prospects into appointments with potential customers. He teaches readers to present themselves as problem solvers to potential customers' concerns. The emphasis throughout the book is placed on the customers. Boyan devotes a chapter to customer psychology and gives consideration to the reasons why customers make purchasing decisions. Although somewhat simplified, his suggestion for addressing a customer's concern by paraphrasing it so the customer feels like you understand him, and then offering a solution can be used in a number of ways to persuade customers to make an appointment with you. The only problem is he only presents one way to address a customer's concerns and pretty soon the customer catches on to your technique and stops listening to you. But still I recommend it. It's worth [the price], and the techniques presented in this book have lead me to make appointments with customers that eventually lead to $5,000 aluminum siding sales, $8,000 kitchen remodeling sales, and $4,000 windows sales.
9 of 10 people found the following review helpful
2.0 out of 5 stars PT Barnum 21 April 2008
By jeffery Morris - Published on
There are classics (e.g. Think and Grow Rich) and there is out of date. Unfortunately, this book's no classic. One book example suggest referencing your company's WATS support lines; as in AT&T's ground breaking 1965 long distance Wide Area Telephone Service. Other examples reference PT Barnum and other turn of the century icons; not the Gates and Jobs century but the Aster and Rockefeller Century.

Using techniques in this book will sound familiar to the proverbial used car salesmen. "Hello Mr. Smith the special reason I'm calling today is..." Does anyone believe a call is special when a salesmen says so? This book pre-dates the dialogue method of talking with clients and relies on old saws like---can you meet at 3:00 today or 8:00AM tomorrow. That is, assume you got the meeting and give the caller two acceptance choices versus a yes or no. If that seem useful, then you'll find plenty to love here.
3 of 3 people found the following review helpful
4.0 out of 5 stars In the spirit of learning 26 April 2006
By Maverick - Published on
Format:Paperback|Verified Purchase
Boyan's book really follows through with the idea that it's not about you it's about them(the potential customer). He really focuses on looking for benefits and presenting these benefits to the client. This idea of helping other's to see potential in ideas they hadn't thought of before is really where the heart of this book is at. The only reason it's not five stars for me is that it seems a bit lengthy and repeditive in a couple of spots, but beyond that two thumbs up. :)
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