Cold calling sucks! Those three words landed my job at the Seattle Fortune 1000 company. Within minutes on my first interview the sales manager asked me, "What do you think about cold calling?" Waiting for him to wipe the surprised look off his face I added, "But I'm one of the best you'll ever see doing it." I went on to set company records by becoming their #1 salesman in the nation for three years. Does cold calling work? Yes. Do you have to like doing it? No. You could sell to anyone - if you could just get in front of them first. Here are just three of the many techniques you will learn for how to get in front of them. - Create the courage to call by being a coward - semper fi. - Make 3,800 cold calls this year spending 6 minutes per day. - Make your voicemail jail break. As over 150,000 people who have attended my seminars will tell you, I don't teach theory. I teach simple things that produce good results. "Jerry Hocutt is the Zen master of cold calls." - Los Angeles Times

Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International

Salespeople often find cold-calling the hardest part of their jobs. This book turns cold-calling fear into cold-calling fun. It shows how to convert ?gatekeepers? into allies in accessing those ultimate decision-makers. Learn to avoid voicemail lingo, master the elevator pitch and work the Internet to get that all-important appointment.

"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).

Cold calling has a negative image in the sales industry. The simple concept of picking up the phone and contacting a stranger may make even the most experienced sales professionals nervous. It's no secret that many people find cold calling to be a frightening, unpleasant activity, sometimes accompanied by rejection, frustration, and awkward interactions. But what if we could reverse that narrative? What if cold calling wasn't simply a necessary evil, but a potent weapon that, if mastered, could completely revolutionize your sales process? The fact is that cold calling works-and it works because so many people avoid it. While others shun the challenge, you may use this strategy to stand out in a crowded marketplace. This book is intended to walk you through making cold calls not only doable but also very successful. We'll look at the psychology underlying cold calling, write scripts that work, and devise techniques to boost confidence and resilience. By the end, you'll have a step-by-step plan for converting those dreaded phone conversations into legitimate sales prospects. Cold calling does not need to be unpleasant. With the correct mentality and skills, it may become a valuable and s7atisfying addition to your sales toolset. So, let's get started and change that hesitancy into action.

Cold calling, like a colonoscopy, is a pain in the butt. You may not like the process, but they can both save your ass. My objective with this book is direct: to help you find new business by getting you in front of the people who can buy. What you'll get from this book is what you can't get from anywhere else: my perspective. You'll learn what I've learned up until now. It just won't take you a lifetime to learn it like it did me. Part one of this book is about the mental game of cold calling: how to get the courage to deal with your fears to do whatever it takes to get in front of buyers. Part two includes specific strategies and techniques to get there. And not all have anything to do with cold calling as you know it.

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. This Complete Idiot’s Guide® will show you how to: • Utilize the seven 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.

Everyone is a salesperson, selling themselves, their ideas and their decisions.Learn to sell as if your life depends on it (because it does).80% of Everything You Need to Know About Selling Anything to Anyone Without FEAR OR REJECTION.With the recent and rapid innovations in technology and social net-working, the process of selling has advanced dramatically. Much of the available literature on sales is very outdated. Still, some of the traditional knowledge is still valid. Knowing the difference seems to be a significant key to success.CHAPTERSEveryone is a SalespersonThe Real SecretYou, the SalespersonCustomersRelationshipsPresentationsNegotiationsFollow ThroughAPPENDIXESHow to Change Your Own BehaviorHow to Overcome a Sales SlumpHow to Overcome Fear and RejectionHow to Overcome AnxietyHow to Overcome Negative ThinkingHow to Get MotivatedHow to Cold CallHow to Overcome ObjectionsHow to Close a Sale

A Fast, Proven, Effective Cold Calling Road Map designed to move you beyond the fear of cold calling to financial success by being prepared and authentic!The techniques in AUTHENTIC COLD CALLING: The Path to Fearless Effective Cold Calling refutes the myth that "cold calling is a numbers game," and will show you how to turn cold leads into warm leads, provide immediate value to your prospects and how to initiate an unscripted, casual, flowing conversation that produces results. Fill your funnel to overflowing when you take action and apply these basic and simple concepts. Buy this book now and start expecting a "YES" from every call.-Build a quality and formatted sales lead list for FREE.-How to quickly identify the decision maker.-Prepare yourself mentally, emotionally, physically and yes, spiritually.-Scrap the cold calling script.-Discover the best times and days to cold call.-What intentions to set when cold calling.-How to turn gatekeepers into allies.-Realize It's all how you say it.A former telecommunication account rep that tops the nation in cold calling referrals for one of the world's leading media, entertainment and communications companies shares his insider information on how cold calling is done proficiently and effectively.While AUTHENTIC COLD CALLING: The Path to Fearless Effective Cold Calling, was written with the telecommunication sales rep in mind, this book cuts a swath across all modes of sales. Information is power and this book will quickly elevate you beyond your current earning potential as the guess work and dread associated with cold calling is completely eliminated no matter what products or services you are representing.AUTHENTIC COLD CALLING COLD CALLING: The Path to Fearless Effective Cold Calling will help you become part of the top 20% in your organization that generates 80% of all the sales revenue. If you don't learn to love cold calling by practicing these principles you will definitely come away loving cold calling more than you disliked having no new business!

This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can: define and target your ideal market -- and stop squandering time, energy, and money on unfocused prospecting develop a personalized script utilizing all the elements of a successful cold call get valuable information from assistants -- and then get past them view voice mail not as a frustrating barrier, but as a unique opportunity Red-Hot Cold Call Selling includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.