Hot Leads...Cold Shoulders, The Essential Guide for Men Who Sell to Women - Hardcover

Robin Craig & Norma Ory

Hardcover

ISBN 10: 0976681714 ISBN 13: 9780976681717

Publisher: Cheyenne Publishing, 2007

Synopsis

In Hot Leads...Cold Shoulders, women reveal what they first notice about men with whom they do business, the important attributes they value when working with men, and many more insights. This book will give men that AHA moment and help them understand why they may have earned the cold shoulder. This is not a book about marketing to women. This is about up close (but not too close!), face-to-face selling. Whether selling a product, service, idea or themselves, men will learn the qualities and traits women demand. Full of true stories and based on a survey of 300 women in executive and influential purchasing roles, Hot Leads...Cold Shoulders transcends sales strategy and methodology and gives hard facts and details about what s important to women in a sales situation. Included are actionable recommendations that men will want to implement and incorporate into their life. And the good news is they re easy!

About this title

About the Author:

Robin Craig and Norma Ory are partners in Package You, a Scottsdale, Arizona based consultancy dedicated to creating great first and lasting impressions. Their clients represent diverse industries, including health care, finance, legal and construction. With more than 20 years each in executive positions at Fortune 100 corporations, they saw firsthand the importance of appropriate business protocol, etiquette, and the power of professional image. They conduct seminars and workshops on these topics and have been called upon as expert contributors to business publications throughout the United States.

Review:

This is a great airplane book! That was my initial reaction as I began reading Hot Leads...Cold Shoulders by Robin Craig & Norma Ory, business professionals who live in of north Scottsdale. For 20 years, I flew to every nook and cranny of the United States and at times overseas, presenting and selling software and electronic commerce products to corporate information systems departments, software companies, and government agencies. When it comes to business, a great airplane book is a book that is concise, easy to read, and helps the reader do a better job when they get off the plane. Seventy-seven pages and one hour after I began reading Hot Leads ... Cold Shoulders, I thought Every sales training program should include a segment based on the content of this book. The book provides a convenient and enjoyable vehicle for covering a personal and somewhat sensitive topic. If I developed sales training classes or managed a sales organization, as I did during past lives, I would give a copy of this book to everyone in the class or sales group to add to their toolkit. This book is about face-to-face selling, specifically how the effective use of eye contact, attire, grooming, listening, and etiquette can make the difference in a sales call s success and failure. Many sales training programs concentrate on product/service knowledge, closing techniques, managing leads, answering questions, handling objections, using success stories, obtaining technical support, and other fundamentals. Often there is too little information about effectively using YOU, the subtleties of your appearance and behavior, to sell THEM, the observing prospect. The chapter headings reflect the straight forward organization and content of the book. For example, the chapter on personal appearance and attire is titled Instant Messages...Do You See What She Sees? Effective listening skills are covered by Are You Hard of ... Listening? and proper use of eye contact is described in In a Wor --Les Conklin, Executive Director/Editor of The Peak

About this edition

• Publisher: Cheyenne Publishing
• Publication date: 2007
• ISBN 10: 0976681714
• ISBN 13: 9780976681717
• Binding: Hardcover
• Edition number: 1
• Number of pages: 80
• Editor: Robert J. Kelly - Wordcrafters, Inc.
• Illustrator: Luster Kaboom