No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust - Hardcover

Black, Joanne S.

Hardcover

ISBN 10: 0446577790 ISBN 13: 9780446577793

Publisher: Business Plus, 2006

Synopsis

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.

About this title

About the Author

With over 30 years of sales training and consulting experience, Joanne's philosophy is that no one should ever have to make a cold call. Some may see this as heretical thinking, but for Joanne Black - and her clients - there is an alternative. It's called referral selling. Joanne has provided sales strategy consulting since 1996, when she developed the No More Cold Calling concept - that building relationships and getting referrals generates sales faster and more cost-effectively than cold-calling. Joanne began her career in the sales and management training program at Joseph Magnin, which was one of the leading fashion houses in the San Francisco Bay Area. She learned the nuances of selling, customer expectations, handling problems, and working with a diverse work force. At Joseph Magnin, Joanne developed the mantra that's become the foundation of her extraordinary leadership ability: Doing something that's never been done before can be the best reason for doing it. "If you follow conventional wisdom, chances are you'll never have breakthrough ideas," says Joanne. After co-founding and operating a successful retail business while still in her twenties, Joanne moved on to sales leadership positions with Omega Performance, a financial services training and consulting firm, and The Forum Corporation, a global management, consulting and training company that served such clients as Advanced Micro Devices, Hewlett-Packard, Pacific Gas & Electric, Shell Oil, and VISA. Joanne Black is a leader with integrity, determination, and the clarity to see how conventional sales "wisdom" isn't always so effective. With these core qualities, Joanne guides client companies to where they want to go, steering them away from inefficient and ineffective business practices, and giving them clear directions towards business growth and success.

Reviews

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
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Edition details

• Publisher: Business Plus
• Publication date: 2006
• Language: English
• ISBN 10: 0446577790
• ISBN 13: 9780446577793
• Binding: Hardcover
• Number of pages: 226