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Cold Calling for Cowards - How to Turn the Fear of Rejection into Opportunities, Sales, and Money
Cold calling sucks!
Those three words landed me 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?”
Easy question. Easy answer. 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. I made more sales from cold calling every year than any other salesperson in the company.
Does cold calling work? Yes. Do you have to like doing it? No. But until you find a better way to find new customers, you might as well add this to your repertoire.
This is a book of hundreds of techniques I’ve learned from my own experiences as well as from over 150,000 salespeople, executives, managers, and entrepreneurs I’ve trained in my nationally acclaimed Cold Calling for Cowards seminars. They’re simple things that produce good results.
You could sell to anyone – if you could just get in front of them first. This book gets you in front of them. Here’s how.
• Create the courage by being a coward – semper fi.
• Make 3,800 cold calls this year spending only 6 minutes per day.
• This Chinese brainwashing technique qualifies prospects.
• Ask the Magic 6 questions to predict sales outcomes.
• Make your voicemail jail break.
• Learn the best question to ask on a first sales call
“Jerry Hocutt is the Zen master of cold calls.” – Los Angeles Times
Those three words landed me 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?”
Easy question. Easy answer. 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. I made more sales from cold calling every year than any other salesperson in the company.
Does cold calling work? Yes. Do you have to like doing it? No. But until you find a better way to find new customers, you might as well add this to your repertoire.
This is a book of hundreds of techniques I’ve learned from my own experiences as well as from over 150,000 salespeople, executives, managers, and entrepreneurs I’ve trained in my nationally acclaimed Cold Calling for Cowards seminars. They’re simple things that produce good results.
You could sell to anyone – if you could just get in front of them first. This book gets you in front of them. Here’s how.
• Create the courage by being a coward – semper fi.
• Make 3,800 cold calls this year spending only 6 minutes per day.
• This Chinese brainwashing technique qualifies prospects.
• Ask the Magic 6 questions to predict sales outcomes.
• Make your voicemail jail break.
• Learn the best question to ask on a first sales call
“Jerry Hocutt is the Zen master of cold calls.” – Los Angeles Times
306 pages, Kindle Edition
First published May 1, 2007
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January 24, 2016
Refreshing and useful in its no-nonsense, school-of-hard-knocks based approach and language. Humorously experiential in content. Anyone who has ever had to conduct cold calling will find Jerry Hocutt's book helpful and enjoyable.
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