The Complete Idiot's Guide to Cold Calling

Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.

If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.

Keith will show you how to:
. Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit.
. Create winning voice mail messages that will ensure more return calls.
. Develop your MVP (Most Valuable Proposition) that separates you from your competition.
. Craft the Compelling Reasons that would motivate a prospect to speak with you.
. Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later."
. Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.
. Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.

Since 1989, Keith has delivered his customized sales training programs& sales management training & coaching programs to hundreds ofthousands of salespeople & managers, on six continents & in over 75 countries. He is the founder and CEO of Profit Builders, named oneof the Best Sales Training & Coaching Companies worldwide for thelast five consecutive years.

Keith has written several bestsellers, including Own Your Day and the globally acclaimed, CoachingSalespeople into Sales Champions, used by the top global salesorganizations & winner of Five International Best Book Awards, aswell as the #1 best-selling sales management coaching book. His recentbook, SALES LEADERSHIP, was named the 2018 Sales Leadership Book of theYear by Top Sales World and one of the Best Sales and Leadership Booksof 2018 by Amazon.

As a leader in the coaching profession &the pioneer of management coach training, Keith was inducted in theinaugural group of the Top Sales Leaders Hall of Fame in recognition for his outstanding contributions in sales coaching & leadershipdevelopment. He was also named The Sales Education Leader of the Year.
 
Inc. magazine & Fast Company named Keith one of the five mostinfluential executive coaches. He's been featured in Entrepreneur,Fortune, The New York Times, Selling Power & The Wall StreetJournal. Keith was also featured on the award winning television show,Mad Men.
 
Keith is one of the first coaches who earned thedistinguished Master Certified Coach designation credentialed throughthe International Coach Federation.