Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy

by George R. Walther

Learn the New Way to Cold Call—Effectively, Ethically … and Legally Salespeople hate making cold calls. Now, you don't have to. As a sales professional, you need to find and approach a steady stream of qualified prospects. But the legal landscape and new technologies, along with the explosion of competing solicitations, have numbed the decision makers you've been targeting, making old-fashioned cold calling ineffective, frustrating and, as result of the National Do-Not-Call Registry, often illegal. With Heat Up Your Cold Calls , you'll discover author George Walther's new model for pursuing prospects and making contact by phone. Walther will teach you how to convert obstacles like voice mail, overzealous assistants, and skeptical prospects into powerful allies that help you "warm up" prospects and achieve better sales results.   The book reveals the important steps to take before making calls, including strategies   • "Warm up" a prospect with automated non-spam e-mail • Use voice mail to establish a compellingly positive first impression • Develop a messaging strategy that builds your credibility • Demonstrate your pre-existing relationship, even when neither of you thinks you have one • Use the Internet to sleuth and “preheat” your prospects   Heat Up Your Cold Calls will change the way you seek new sales prospects. These successful strategies will get people to listen, respond and, ultimately, buy.

192 pages, Paperback

First published July 1, 2005

Reviews

[Douglas · Rating 4 out of 5]

The 3rd book on my weekly sales book ritual. A solid book about cold calling and all the things you can do to prepare for the call. Also includes some nice transitions to avoid being combative. Definitely worth your while to read through and check out.