Authentic Cold Calling

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!

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

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

It would have been ideal if a book like this were available when I first started my sales career. If I had been aware that an effective, practical, unscripted and authentic method of cold calling was available I would have made a lot more money and experienced much less anguish. Of course the Internet didn't exist and Steve Jobs was still inventing the future in his garage; however, the basics and the sheer simplicity of this cold calling system are as applicable today as they were then.

"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).

Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica

Whether you realize it or not, every day you are selling something. You might not consider yourself a salesperson and you might slam the door shut on the guy who comes to your house offering a widget. But from interpersonal relationships to job interviews to riffing about politics with your friends, life is a series of interactions involving the timeless skills of salesmanship. We often associate salesmanship with phoniness - used car dealers, telemarketers, snake oil salesmen - but in this engaging and humorous debut, Jeffrey Kirchick, an up-and-coming voice in the world of sales leadership, argues that what's missing in salesmanship is what's missing in life generally: authenticity. With Artificial Intelligence and Machine learning threatening to render whole professions obsolete, authenticity matters more than ever - and not only to people who work in sales. And at a time when groupthink dominates our discourse, authenticity is needed more than ever. In this brisk and engaging work combining entrepreneurial advice, political commentary, and memoir, Kirchick turns conventional business wisdom on its head, explaining why the customer is not always right, why being weird is good, and how being a failure can be admirable.

Field-tested techniques for reaching decision-makers, making appointments, and making a pitch--as well as invaluable advice on how to increase the number of calls, improve the closing ratio, and beat the competition.