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📒Smart Calling ✍ Art Sobczak
📝Smart Calling Book Synopsis : Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.
📒Smart Calling ✍ Art Sobczak
📝Smart Calling Book Synopsis :
📒Take The Cold Out Of Cold Calling ✍ Sam Richter
📝Take the Cold Out of Cold Calling Book Synopsis : "Includes Online Resource Center"--Cover.
📒Cold Calling For Chickens ✍ Bob Etherington
📝Cold Calling for Chickens Book Synopsis : “Cold calling” – making contact with strangers – is the biggest fear confronting businesspeople, especially those who work in sales and marketing. “Put me in front of a customer and I can persuade them to buy anything … just don’t ask me to cold call!!” Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence.
📒The Ultimate Book Of Sales Techniques ✍ Stephan Schiffman
📝The Ultimate Book of Sales Techniques Book Synopsis : The secrets of breakout selling! Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as: Sales don't happen unless questions are asked. An objection is an opportunity in disguise. A salesperson's responsibility is to help the client solve a problem. No one ever made a good sale by interrupting a client. Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!
📒People Buy You ✍ Jeb Blount
📝People Buy You Book Synopsis : The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You. Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.
📒Never Cold Call Again ✍ Frank J. Rumbauskas, Jr.
📝Never Cold Call Again Book Synopsis : "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).
📒New Sales Simplified ✍ MIKE WEINBERG
📝New Sales Simplified Book Synopsis : No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to: • Identify a strategic, finite, workable list of genuine prospects • Draft a compelling, customer-focused “sales story” • Perfect the proactive telephone call to get face-to-face with more prospects • Use email, voicemail, and social media to your advantage • Overcome—even prevent—every buyer’s anti-salesperson reflex • Build rapport, because people buy from people they like and trust • Prepare for and structure a winning sales call • Stop presenting and start dialoguing with buyers • Make time in your calendar for business development activities • And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
📒The Complete Idiot S Guide To Cold Calling ✍ Keith Rosen
📝The Complete Idiot s Guide to Cold Calling Book Synopsis : 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 feeling 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 potetnial 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.
📒No More Cold Calling Tm ✍ Joanne S. Black
📝No More Cold Calling TM Book Synopsis : 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 system, 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 your business 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.
📒Your Call Is Not That Important To Us ✍ Emily Yellin
📝Your Call Is Not That Important to Us Book Synopsis : Bring up the subject of customer service phone calls and the blood pressure of everyone within earshot rises exponentially. Otherwise calm, rational, and intelligent people go into extended rants about an industry that seems to grow more inhuman and unhelpful with every phone call we make. And Americans make more than 43 billion customer service calls each year. Whether it's the interminable hold times, the outsourced agents who can't speak English, or the multitude of buttons to press and automated voices to listen to before reaching someone with a measurable pulse -- who hasn't felt exasperated at the abuse, neglect, and wasted time we experience when all we want is help, and maybe a little human kindness? Your Call Is (Not That) Important to Us is journalist Emily Yellin's engaging, funny, and far-reaching exploration of the multibillion-dollar customer service industry and its surprising inner-workings. Yellin reveals the real human beings and often surreal corporate policies lurking behind its aggravating façade. After reading this first-ever investigation of the customer service world, you'll never view your call-center encounters in quite the same way. Since customer service has a role in just about every industry on earth, Yellin travels the country and the world, meeting a wide range of customer service reps, corporate decision makers, industry watchers, and Internet-based consumer activists. She spends time at outsourced call centers for Office Depot in Argentina and Microsoft in Egypt. She gets to know the Mormon wives who answer JetBlue's customer service calls from their homes in Salt Lake City, and listens in on calls from around the globe at a FedEx customer service center in Memphis. She meets with the creators of the yearly Customer Rage Study, customer experience specialists at Credit Suisse in Zurich, the founder and CEO of FedEx, and the CEO of the rising Internet retailer Zappos.com. Yellin finds out which country complains about service the most (Sweden), interviews an actress who provides the voice for automated answering systems at many big corporations, and talks to the people who run a website (GetHuman.com that posts codes for bypassing automated voices and getting to an actual human being at more than five hundred major companies. Yellin weaves her vast reporting into an entertaining narrative that sheds light on the complex forces that create our infuriating experiences. She chronicles how the Internet and global competition are forcing businesses to take their customers' needs more seriously and offers hope from people inside and outside the globalized corporate world fighting to make customer service better for us all. Your Call Is (Not That) Important to Us cuts through corporate jargon and consumer distress to provide an eye-opening and animated account of the way companies treat their customers, how customers treat the people who serve them, and how technology, globalization, class, race, gender, and culture influence these interactions. Frustrated customers, smart executives, and dedicated customer service reps alike will find this lively examination of the crossroads of world commerce -- the point where businesses and their customers meet -- illuminating and essential.
📒Get Smart ✍ Mel Brooks
📝Get Smart Book Synopsis :
📒Cold Calling Techniques That Really Work ✍ Stephen Schiffman
📝Cold Calling Techniques That Really Work Book Synopsis : The definitive guide to cold calling success! For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to: Turn leads into prospects Learn more about the client's needs Convey the ability to meet the client's demands Overcome common objections With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!
📒Call Of The Wild White Fang ✍ Jack London
📝Call of The Wild White Fang Book Synopsis : The Call Of The Wild is the story of Buck, a dog stolen from his home and thrust into the merciless life of the Arctic north to endure hardship, bitter cold, and the savage lawlessness of man and beast. White Fang is the adventure of an animal -- part dog, part wolf --turned vicious by cruel abuse, then transformed by the patience and affection of one man. Jack London's superb ability as a storyteller and his uncanny understanding of animal and human natures give these tales a striking vitality and power, and have earned him a reputation as a distinguished American writer. From the Paperback edition.
📒The Cuckoo S Calling ✍ Robert Galbraith
📝The Cuckoo s Calling Book Synopsis : When a troubled model falls to her death from a snow-covered Mayfair balcony, it is assumed that she has committed suicide. However, her brother has his doubts, and calls in private investigator Cormoran Strike to look into the case. Strike is a war veteran - wounded both physically and psychologically - and his life is in disarray. The case gives him a financial lifeline, but it comes at a personal cost: the more he delves into the young model's complex world, the darker things get - and the closer he gets to terrible danger . . . A gripping, elegant mystery steeped in the atmosphere of London - from the hushed streets of Mayfair to the backstreet pubs of the East End to the bustle of Soho - The Cuckoo's Calling is a remarkable book. Introducing Cormoran Strike, this is the acclaimed first crime novel by J.K. Rowling, writing under the pseudonym Robert Galbraith.
📒The Lost Art Of Cold Calling ✍ Matt Wanty
📝The Lost Art of Cold Calling Book Synopsis : Once thought lost and replaced by modern technology, stopgap with emails and voicemails; the skill of cold calling finally returns to the business world in this semi-entertaining sales training book 'The Lost Art of Cold Calling'. Whether you are a B2B sales person or you're a business leader that relies on outbound sales. This could be one of the most important sales training books that you'll ever read. The author is a highly accomplished salesman and he shares the real reasons why cold calling is so hard and why so many sales reps fail at it. Also, find out why cold calling can be vital to business success and why sales training usually doesn't provide the tools needed to become an effective cold caller. In the longest chapter of the book the author shares in detail his cold calling approach which has allowed him to frequently engage in conversations with high level decision makers at major corporations for almost 20 years. The book also provides important details about which decision makers are the most effective for sales people to be calling as well as valuable information on corporate titles and small business owners. Included are cold calling scripts as well as email content, voicemail content and other phone tactics and strategies. 'The Lost Art of Cold Calling' introduces these sales and cold calling concepts: Learn the important difference in outbound sales between Aligning on Timing and Turning the Tide. Find out how to use proven tactics like Quick Chat, Opportunity Knocks, Two Times, and Pretty Please to entice decision makers to pick up their phone. Learn how to understand your company's True Value Proposition and why mastering that information is vital to becoming a great cold caller. Understand what it means to have a Must Reach decision maker and how next steps can add up into big sales pipelines and big success. Learn how to overcome any absolute or general objection by using an effective tactic called Education Trumps Objections. Find out why sales people need to always remember Time Is On Your Side. Make no mistake, the best sales people in the world are still the best cold callers. Success and control go hand in hand. Armed with cold calling skills the best sales people have far more control over their livelihood than their emailing counterparts. These fearless cold calling warriors have the power to impact the timing of purchases by thrusting information on decision makers that may not have otherwise been known. Rather than waiting to align on timing, great sales people instead seek to turn the tide with a conversation. This book will help you do just that.
📒Smart Selling On The Phone And Online ✍ Josiane Chriqui FEIGON
📝Smart Selling on the Phone and Online Book Synopsis : The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to: • Overcome ten different forms of “paralysis” and reestablish momentum • Sell in sound bites, not long-winded speeches • Ask the right questions to reveal customer needs • Navigate around obstacles to get to the power buyer • Prioritize and manage their time so that more of it is spent actually selling • And more Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of “Sales 2.0” and become a true sales warrior!
📒Ibm Smart Business Unified Communications And Ip Telephony ✍ Hernando Bedoya
📝IBM Smart Business Unified Communications and IP Telephony Book Synopsis : Small and medium-sized businesses deserve more from ITÑmore choice, less complexity, better integration, and comprehensive support. IBM® saw an opportunity to rewrite the rules of IT for these businesses by partnering with world-class solution providers and open source developers and by bringing together its best technologies to create IBM Smart Business. The premise of IBM Smart Business is to make IT invisible so that business owners can concentrate on growth and serving their customers. Solutions that can increase operational efficiency, improve customer satisfaction, reduce working capital and many other business issues from leaders in the field such as Infor, Cincom, Kronos, Digium, Nortel, and others are listed on IBM Smart Market. With this approach, IBM has made IT effortless and made core business applications available where they were either too complex or costly for many companies in the past. One of the solutions where this radically simple approach pays big dividends is in the area of Unified Communications. With IBM Smart Business, you get a complete solution up and running quickly and if there is ever a problem, IBM will take care of it. Now you can enjoy the benefits of Unified Communications (improved productivity, higher customer satisfaction, and improved collaboration with suppliers) without the hassle of getting it all to work or the worry of where to turn if you need help. IBM makes Unified Communications smart for your business. In this IBM Redbooks® publication we provide a complete overview the IBM Smart Business solution, from a description of the services to an installation guide, and a step-by-step scenario that describes how to configure, deploy, and manage the Voice over IP (VoIP) element of the IBM Smart Cube.
📒Speak ✍ Laurie Halse Anderson
📝Speak Book Synopsis : The first ten lies they tell you in high school. "Speak up for yourself--we want to know what you have to say." From the first moment of her freshman year at Merryweather High, Melinda knows this is a big fat lie, part of the nonsense of high school. She is friendless, outcast, because she busted an end-of-summer party by calling the cops, so now nobody will talk to her, let alone listen to her. As time passes, she becomes increasingly isolated and practically stops talking altogether. Only her art class offers any solace, and it is through her work on an art project that she is finally able to face what really happened at that terrible party: she was raped by an upperclassman, a guy who still attends Merryweather and is still a threat to her. Her healing process has just begun when she has another violent encounter with him. But this time Melinda fights back, refuses to be silent, and thereby achieves a measure of vindication. In Laurie Halse Anderson's powerful novel, an utterly believable heroine with a bitterly ironic voice delivers a blow to the hypocritical world of high school. She speaks for many a disenfranchised teenager while demonstrating the importance of speaking up for oneself. Speak was a 1999 National Book Award Finalist for Young People's Literature.
📒The Pattern Of Our Calling ✍ David Hoyle
📝The Pattern of Our Calling Book Synopsis : Ministry has always changed, adapting to time and place. But the pace of change has increased. There is a greater need for success and less tolerance of diversity. A few high-achievers hold up their heads whilst others struggle or wonder how to make sense of what feels like failure. Our theology is impoverished and we are so quick to adopt new models that we have forgotten our own past. David Hoyle explores the changing theologies of ministry during the church’s history with the aim of challenging the lack of theological reflection in some of today’s results-driven understanding of ministry that seems more influenced by the business world than by Christian theology and tradition. Setting out to explain why theologians said what they said about ministry, why it might matter, and why it might be exciting, Hoyle covers nearly two thousand years of theological reflection from the Didache to Michael Ramsey and current writers, and provides a synthesis not found anywhere else. The book offers realistic sustenance to practitioners struggling with the new demands on clergy.
📒Sapiens ✍ Yuval Noah Harari
📝Sapiens Book Synopsis : ** The global phenomenon** ** The Sunday Times Number One Bestseller ** ** The New York Times Top Ten Bestseller ** Planet Earth is 4.5 billion years old. In just a fraction of that time, one species among countless others has conquered it. Us. We are the most advanced and most destructive animals ever to have lived. What makes us brilliant? What makes us deadly? What makes us Sapiens? In this bold and provocative book, Yuval Noah Harari explores who we are, how we got here and where we’re going. Sapiens is a thrilling account of humankind’s extraordinary history – from the Stone Age to the Silicon Age – and our journey from insignificant apes to rulers of the world ‘It tackles the biggest questions of history and of the modern world, and it is written in unforgettably vivid language. You will love it!’ Jared Diamond, author of Guns, Germs and Steel 'Unbelievably good. Jaw dropping from the first word to the last' Chris Evans, BBC Radio 2 Yuval’s follow up to Sapiens, Homo Deus, is available now. For more, visit www.ynharari.com