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.
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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.Review:
"Effective selling begins with a steady supply of leads. This book gives them practical answers and useful tools." -- —Neil Rackham, researcher, writer and author of SPIN Selling.
"In business, standing out is critical to success, and Joanne Black hits a home run with NO MORE COLD CALLING." -- —Jane Edwards, President, Creed & Creed International
"Joanne Black’s NO MORE COLD CALLING provides a system that will heat up your business—and your career"" -- —Susan RoAne, author of The Secrets of Savvy Networking and How To Work a Room®
"No More Cold Calling is a simple, straightforward, step-by-step guide on how to get all the great prospects you'll need." -- —Michael S. Clouse, Editor-in-Chief, Nexera e-NewsT
"Referrals are the Holy Grails of selling. NO MORE COLD CALLING shows you how to get great referrals every day." --—Jeffrey Fox, bestselling author of Secrets of Great Rainmakers
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