No More Cold Calling (TM): The Breakthrough System That Will Leave Your Competition in the Dust: A Breakthrough System That Will Leave Your Competition in the Dust

by Joanne S. Black

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 Methodology, 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 you 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.

Note on the Digital Edition:
This digital edition is presented exactly as the first publication release by Warner Business Books in 2006. My points of view and the referral process remain the same. What has changed are some of the references to companies and resources.

Reviews:

"It's filled with exclamation marks, lots of all-capital words, and breathless enthusiasm. It is far different from many of the existing "how to sell intangible services" systems. Yet, referral selling, as espoused and explained by Black, works. Although her energetic prose occasionally can be off-putting, she's got proven ideas and a great methodology--if it were truly transparent. The issue? That too much other information obscures her killer acronym, or attract (Tell, Remind, Audience, Contacts, Touch), elaborated on in chapter 10. For sure, the other data enhance and feed into her themes; how could anyone argue with topics such as management responsibilities, four essential attitudes, the right kind of customer, etc.? Bottom line: the message is muddied, despite some wonderful advice, personal success stories, and great practical tools and templates." —Barbara Jacobs, Booklist


"Effective selling begins with a steady supply of leads. This book gives them practical answers and useful tools." —Neil Rackham, researcher, writer and author of SPIN Selling.

"In business, standing out is critical to success, and Joanne Black hits a home run with NO MORE COLD CALLING." —Jane Edwards, President, Creed & Creed International

"Joanne Black’s NO MORE COLD CALLING provides a system that will heat up your business and your career" —Susan RoAne, author of The Secrets of Savvy Networking and How To Work a Room

"No More Cold Calling is a simple, straightforward, step-by-step guide on how to get all the great prospects you'll need." —Michael S. Clouse, Editor-in-Chief, Nexera e-NewsT

"Referrals are the Holy Grails of selling. NO MORE COLD CALLING shows you how to get great referrals every day." —Jeffrey Fox, bestselling author of Secrets of Great Rainmakers

Genres: Business

221 pages, Kindle Edition

First published April 14, 2006

About the author

Joanne founded No More Cold Calling in 1996. Her passion is to transform the way every sales team and sales person works, by teaching salespeople to receive referral introductions, get the meeting at the level that counts, arrive pre-sold, and convert sales prospects to clients more than 70% of the time. No other sales or marketing strategy comes close to these results.

Joanne's first book, No More Cold Calling, outlines the step by step process to build a referral business.

Her latest book, Pick Up the Damn Phone! How People, Not Technology Seal the Deal, addresses the over-dependence of salespeople on technology. The book is based on 30+ years of sales and sales management experience and interviews with over 25 sales and marketing executives. The key premise: Technology is a great tool, but nothing replaces a personal conversation.

Learn more about referral selling and Joanne on her website, http://www.nomorecoldcalling.com.

Reviews

[Sara · Rating 1 out of 5]

You don't plug your own Arbonne face cream in a book where you are trying to "teach" your audience about sales. Terrible.

[Jacob O'connor · Rating 2 out of 5]

No More Cold Calling is the worst kind of sales book. If you're in sales, you've probably had the experience of talking yourself into a sale, at which point you should have stopped talking. But you didn't. The next thing you know you've talked yourself out of a sale. This is the first mistake Joanne Black makes. Most of the book is trying to sell you on using referrals instead of cold calls, but isn’t that the very reason we bought the book? I didn't need to be convinced to want her advice. I was already sold. The biggest problem is that Black never quite gets around to teaching us how to ask for the referral. This is 200 pages of mediocre tips and process pointers, but I'm no better at asking for referrals than I started. Pretty disappointing.

[Paul Butterfield · Rating 4 out of 5]

Filling a sales funnel through referrals instead of cold calling is a skill most sales pros need to develop and there are some good ideas here along with a suggested structure for identifying ICPs, network and tracking results.

[K · Rating 4 out of 5]

Great strategies, easy to understand (I listened to the audiobook version) and simple advice that is easy to use immediately.