Ditch the failed sales tactics, fill your pipeline, and crush your numberWith 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!

IMPORTANT NOTE: This book is now in its 12th Edition, published August, 2015, and the content has been updated to accurately reflect current search techniques and websites.SALES BOOK OF THE YEAR AWARD WINNERas selected by the 1,500 Member Companies of AA-ISPIf information is power, Take the Cold Out of Cold Calling is ''power on steroids!'' Know more than you ever thought you could (or should) about your clients, prospects, and competition. No more winging it. No more guessing what the other person cares about. Take the Cold Out of Cold Calling is a fascinating journey into the world of information, how to easily find it, and how to apply it to make sure you are offering relevant solutions. By practicing the techniques taught in the book, you will make a great first impression during sales calls and you will provide value and build meaningful and mutually beneficial client relationships. Once you master Warm Call techniques, you win more business, establish deep relationships with clients, and have more fun.In Take the Cold Out of Cold Calling you'll discover the secret world on online information, how to find it, and how to use it. You'll get step-by-step instructions along with real examples.You'll learn...How to build deep and meaningful relationships with prospect and clients. Ways to access highly qualified lead lists -- for FREE! Tips and tricks for popular search engines get it right the first time. How to use Google like a pro -- it's scary what you can find once you know how to look. Social networks including LinkedIn, Facebook, Twitter and the secrets on how to use them as amazingly powerful Sales Intelligence engines. The ''Invisible Web'' -- sites most people and search engines don't know about and can't find. How to access premium information resources at no or very low cost. The theory of the ''Fourth R'' and value-based ''warm call selling.'' How to massively increase your credibility with prospects and existing clients. How to use the ''Customer Data Aggregator'' and expert ''Warm Call Scripts'' to organize information and make a great first impression. If you are involved in business development, sales, or account management in any way, you've ''cold called.'' Any time you meet with a prospect or existing client without knowing about them, their issues, and how your company is relevant to something they care about, you run the risk of losing credibility and worse, losing the deal.The top 1% of business development pros and sales people understand the value of information, how to access it, and how to apply it and win. With Take the Cold Out of Cold Calling, you'll get the tools and training you need to join the club.The book includes full access to the online Know More! Resource Center and downloadable Toolbar, making it easy (and FUN) to practice what you learn.Awards:2012 Sales Book of the Year WinnerSales Book of the Year MedalistUSA Book News Book of the YearAxiom Business Book Awards Medalist

Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: \n“It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others… \nMore than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.

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 prospecting 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 potential 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. Keith will show you how to: . Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit. . Create winning voice mail messages that will ensure more return calls. . Develop your MVP (Most Valuable Proposition) that separates you from your competition. . Craft the Compelling Reasons that would motivate a prospect to speak with you. . Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later." . Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach. . Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.

Recognized on SalesHacker's "Best Sales Books: 30 Elite Picks to Step Up Your Sales Game" This book can be read in less than 45 minutes and covers the fundamentals for anyone getting started in sales or for anyone looking to brush up on their skills. There is no shortage of books or content today to help you learn about sales. In the past 30 years, there has been an incredible amount of research and growth in the sales profession to help modern sales professionals better serve their customers. However, after reading Rory Vaden's New York Times Bestseller "Take The Stairs" and learning that "95% of all books that are purchased are never completely read" and "70% of all books ever purchased are never even opened" we wanted to write a book that everyone could read and take action on immediately. This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It’s all practical advice - no cutesy stories, no rants, and no product pitches. There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it’s the half of the formula that an individual sales rep can control (that’s why so many sales job descriptions include the phrase “we’re looking for a hunter”).

Master cold-calling and eliminate rejection foreverIn the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection.The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including: The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time New methodologies that are proven to push you past your fear and into the world of successful prospecting Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools.If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."

Follow the advice of Stephan Schiffman—America's #1 Corproate Sales Trainer—and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. The anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

You could sell to anyone - if you could just get in front of them first. This book gets you in front of them.

Improving your cold call skills can transform your business and make your income skyrocket. But for most salespeople, making progress on this challenging part of the job is a long and arduous journey. Until now.Meet Paul M. Neuberger, better known to leading organizations around the world as The Cold Call Coach. A master at his craft, Paul has taught thousands of students in more than 120 countries through his Cold Call University program, helping sales professionals in a range of industries close more business in less time than ever before.In this book, Paul teaches that cold calling isn't about luck or a numbers game; it's about strategy. He provides a comprehensive guide for mastering the cold call so you can get in front of who you want, when you want, for whatever reason you want. Using a process that transcends typical sales roles, this book is a useful tool for any situation where you need to influence people and win them over.From start to finish, you will learn strategies to transform the way you approach selling. Use Paul's game-changing methodology to identify your ideal clients and discover innovative ways to find them. Leverage sales psychology to connect with your prospects quickly, while driving memorable conversations that show your value. The highlight of Paul's curriculum, he shares the five building blocks of crafting the perfect cold call script-no matter who you are or what you're selling. Complete with a step-by-step guide to create your own unique script, you will walk away with both the knowledge and the tools to deliver results beyond your wildest dreams.Don't let cold calling intimidate you. Experience the transformation that properly executed conversations can make on your career.

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 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:\n\nTurn leads into prospects\nLearn more about the client's needs\nConvey the ability to meet the client's demands\nOvercome common objections\n 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!

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expertIn Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone.From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes: A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com Direction on how to use text messaging as an adjunct to phone sales Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including...·Self-discipline: How to keep your commitments to yourself and others.·Accountability: How to own the outcomes you sell.·Competitiveness: How to embrace competition rather than let it intimidate you.·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs.Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

The complete step-by-step training book on how to become world class at Telephone Sales and Appointment Setting. \nChapter Headings: \nIntroduction \nChapter 1: What is cold calling? \nChapter 2: Getting in the right frame of mind \nChapter 3: Equipment & environment \nChapter 4: Time management techniques for cold calling \nChapter 5: Researching your prospects \nChapter 6: Preparing your approach \nChapter 7: The conversation \nChapter 8: How to handle gatekeepers Chapter 9: Handling objections \nChapter 10: Asking for the appointment & closing the sale \nSummary \nTestimonials from previous readers \n"I've just finished reading Bruce King's book and am impressed. I'm one of those people who hates cold calling, and so having read Bruce's book, I now know why I've been averse to it and what I can do about it. The book is so much more than just cold calling though, it is a step-by-step through the entire sales and referral process. If you are brand new to sales, this book needs to be your bible. If you are a seasoned traveller, there will still be some nuggets for you too – after all, we all slip into bad habits and a refresher never hurt anyone" Ann Andrews - The Corporate Toolbox \n"I've known Bruce King for at least 20 years, and can tell you that he always produces material that actually works in the real world and increases your sales and bottom line. This book should not only be part of every salesperson's arsenal, but ought to be in every single business in the UK, not just one copy but one for everyone. Highly recommended!" Ron G Holland - Author of The Eureka! Enigma \n"If you have to use the telephone for getting appointments with prospects, and you either don't like it or don't get the kind of results you'd love to have, this book is a MUST HAVE! You really will become World-Class if you follow Bruce King's advice" Thomas Power \n"At last a great book on telemarketing ..it's the complete antidote to the scripted, robotic approach we all suffer. Bruce has created a thinking, practical handbook for real people who want to generate rapport and trust with their clients and not get the 'digital door' slammed on their fingers twenty times an hour." John Donnelly \n"Well – I didn't like it. I LOVED IT!! Bruce's latest book "Telephone Sales and Appointment setting" is – just as it says on the cover "world class". I've read a fair few sales and marketing books and this one is exceptional. It is simple and easy to read. It has NO waffle, gets right to the core of the issues facing those who want (or don't want) to make cold calls. I dare you to read this and NOT feel motivated, inspired and ready to pick up the phone. \nI found the worksheets on time management and the results monitor particularly valuable. I also loved the conversation scripts and the section on handling objections is very useful. This book stands out because it really offers something that little bit different, even de-bunks some of the bunkum around sales. \nIn my work supporting great coaches to become successful coaches, I find they resist cold calling and will do almost anything to avoid picking up the phone and speaking to people. This is a book I will definitely be recommending to them." Dr Lisa Turner- CEO Psycademy

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier BuyersGap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.

“Always be closing!” —Glengarry Glen Ross, 1992“Never Be Closing!” —a sales book title, 2014“?????” —salespeople everywhere, 2017For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close.But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to:· Compete on value, not price, by securing a Commitment to Invest early in the process.· Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders.· Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactionalFor as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind.In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance.Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher pricesAs you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Stewart Rogers has made 100,000 cold calls...and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success.Compiling his lessons and techniques into an easy-to-useguide, Rogers shows salespeople how to:-Set realistic, yet challenging goals-Build a master database of sales prospects-Write simple yet powerful scripts-Build immediate and intimate trust by phone-Sell concept and credibility in 60 seconds-Sell ethically by phoneFree audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls is the one book salespeople need.

From the millionaire entrepreneur and New York Times bestselling author of The 10X Rule comes a bold and contrarian wake-up call for anyone truly ready for success. One of the 7 best motivational books of 2016, according to Inc. Magazine. Before Grant Cardone built five successful companies (and counting), became a multimillionaire, and wrote bestselling books... he was broke, jobless, and drug-addicted. Grant had grown up with big dreams, but friends and family told him to be more reasonable and less demanding. If he played by the rules, they said, he could enjoy everyone else’s version of middle class success. But when he tried it their way, he hit rock bottom. Then he tried the opposite approach. He said NO to the haters and naysayers and said YES to his burning, outrageous, animal obsession. He reclaimed his obsession with wanting to be a business rock star, a super salesman, a huge philanthropist. He wanted to live in a mansion and even own an airplane. Obsession made all of his wildest dreams come true. And it can help you achieve massive success too. As Grant says, we're in the middle of an epidemic of average. The conventional wisdom is to seek balance and take it easy. But that has really just given us an excuse to be unexceptional. If you want real success, you have to know how to harness your obsession to rocket to the top. This book will give you the inspiration and tools to break out of your cocoon of mediocrity and achieve your craziest dreams. Grant will teach you how to: · Set crazy goals—and reach them, every single day. · Feed the beast: when you value money and spend it on the right things, you get more of it. · Shut down the doubters—and use your haters as fuel.Whether you're a sales person, small business owner, or 9-to-5 working stiff, your path to happiness runs though your obsessions. It's a simple choice: be obsessed or be average.

"If you could cross the late, great, sales coach Zig Ziglar – a master of face-to-face relationship selling and networking – with Gary Vaynerchuk, the digital marketing and social-media pioneer – what you’d get would think and act an awful lot like David J.P. Fisher."-Dean Rotbart, Monday Morning RadioThe world is already Hyper-Connected - Are you ready to make it work for you?David J.P. Fisher (best-selling author of Networking in the 21st Century) shows how the sales professionals that will survive and thrive in the new world will learn to integrate technology into their existing relationships.Leverage Social Selling TechnologyTechnology has fundamentally shifted how prospects buy…which means that salespeople have to catch up and change how they sell. You don’t have to surrender your personality and drive to the robot overlords, but it’s critical to leverage all of the tools available. With the right approach, integrating technology into daily sales activities multiplies your ability to engage and provide value. Harness the Power of the NetworkLearn how to navigate the new Sales Matrix™ and find opportunities by building relationships with a broad cross-section of prospects, clients, and partners. Information has become a commodity and there are new resources that separate the mediocre from the masters: influence and access. The Hyper-Connected world rewards those that can bring together people, insights, and opportunity.integrate yourself into your customer’s buying journey.Grow Success the Old-School WayAt its core, selling is a human-to-human activity. That won’t change no matter how much technology we add to the mix. Old-school communication tools haven’t gone out of style. Quite the contrary, they’re your most powerful asset. Discover how to become a trusted Sales Sherpa™ for your prospects and integrate yourself into your customer’s buying journey.

The New Psychology of SellingThe sales profession is in the midst of a perfect storm. Buyers have more power―more information, more at stake, and more control over the sales process―than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge―controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch―are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota.Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling―Sales EQ―to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more!Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

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: \nLearn the important difference in outbound sales between Aligning on Timing and Turning the Tide.\n 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.\n Find out why sales people need to always remember Time Is On Your Side.\n \nMake 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.

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

How To Double and Triple Your Sales in Any Market.Understanding the "psychology of selling" is more important than the techniques and methods of selling. Mastering it is a promise of prosperity that sales trainer and professional speaker Brian Tracy has seen fulfilled again and again.In The Psychology of Selling, Tracy shows how salespeople can learn to control their thoughts, feelings, and actions to make themselves more effective. You'll learn: "The inner game of sales and selling." How to eliminate the fear of rejection. How to build unshakeable confidence. The psychology of why people buy and how to leverage it.The Psychology of Selling quickly gives you a series of ideas, methods, strategies, and techniques that you can use right away to make more sales, faster and easier than ever before.More salespeople have become millionaires by listening to and applying these ideas than from any other sales training process ever developed.

After he learned the world's best sales techniques, Tom Hopkins applied his new skills and earned more than one million dollars in just three years.Now, in this fully updated and revised edition of the million copy seller, Hopkins shows how you can succeed in the profession of selling. Learn:How to create the perfect selling climate Specific questions and tie-downs Referral and non referral prospecting How to "sell" the most important people you know Effective phone techniques How to finesse the first meeting How to handle objections and what to do when you hear the word "no" How to test different closes and master sixteen powerful closes How to plan for greatest selling impact And he shows you how his great selling techniques can be yours!

The 10th-anniversary edition of the New York Times business bestseller-now updated with "Answers to Ten Questions People Ask"We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to:· Decipher the underlying structure of every difficult conversation· Start a conversation without defensiveness· Listen for the meaning of what is not said· Stay balanced in the face of attacks and accusations· Move from emotion to productive problem solving

Cold CallingThe Ultimate Sales Guide for Shy PeopleIf you want to focus on sourcing credible leads and actually closing deals right over the phone, then continue reading..."To become a successful salesperson, you have to develop a solid base of prospects... The calls you make today will generate sales months from now." - D. TyreIf you're in sales, you know how hard it is and how long it takes to build up a book of business. Trust me, I know. It doesn't happen overnight and it's definitely not easy. But who's going to answer all of our questions?How do I get past the gate keeper? Am I asking the right questions? Are voicemails okay?If you don't understand the immediate answers to the above, you're not alone.You see, cold calling has become so much more than just a way to get ahead, it's a necessity just to hit your numbers.Inside, you'll find not only the answers to the aforementioned questions, but a deeper knowledge and understanding of the sales cycle itself, and how to control the conversation over the phone with a complete stranger.In Cold Calling, discover:\n\nWhat cold calling really is\nWhy it is an absolute must\nThe rules of the game\nHow to develop a top notch script\nHow to grab your prospect's attention\nCold calling myths and success stories\nHow to overcome rejection the first time\nCheck out Cold Calling: The Ultimate Sales Guide for Shy People and take your sales numbers to the next level today!

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

“American Psycho meets Crime & Punishment on the Cardiff call centre circuit.” You spend your days staring into a computer screen, trying to sell life insurance to young couples with new babies. You spend your nights staring into a computer screen, extracting filth from and injecting bile into the internet. You still live with the same dickhead housemate you went to university with. Your only respite from computer screens are nights spent getting smashed with him at student bars, watching him prance around, trying to pull much younger girls. Your life sucks and you suck at it. One drunken night, you try something new. Something terrible. But something that brings you new energy, new drive, new desires. You start eating the young.

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations―whether in the boardroom or at home.** A Wall Street Journal Bestseller **After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles―counterintuitive tactics and strategies―you too can use to become more persuasive in both your professional and personal life.Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Sales is a skill just like any other, which anyone can learn and master--including the introvert who is more comfortable alone than in the sales field. As with any type of success, it’s all about learning how to leverage your natural strengths.Extroverts are rarely short on words, and their conversations and pitches never feel sales-y to them. The world of sales just comes naturally to the extrovert. However, introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections.Known as “The Rapid Growth Guy”, author Matthew Pollard shares how introverts can feel equally comfortable and sincere in the sales world as well without changing who they are.In The Introvert’s Edge, this book reveals how to: Find your natural confidence Prepare for every situation Easily sidestep objections Ask for the sale (without asking) Leverage the power of virtual and social networkingThe introverted salesperson is no longer an oxymoron, it’s a recipe for success.Whether you want to drum up clients, pitch investors, or exceed quotas, The Introvert’s Edge will unleash the low-key, high-impact sales machine lurking inside of you.

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing#1 New York Times Business Bestseller#1 Wall Street Journal Business Bestseller#1 Washington Post bestsellerFrom the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.But dig deeper and a startling truth emerges:Yes, one in nine Americans works in sales. But so do the other eight.Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

For sales professionals and business leaders, communicating effectively and authentically is a never-ending struggle, especially in building new business and improving team performance. It’s a struggle with a long-lasting impact, rippling into both profit and reputation.\nDon’t rely on price discounts and canned pitches to win business. Let your team see and hear authentic leadership so they too become good leaders. In Conversations Made Easy, entrepreneur and communications consultant Chris Jennings shows how to make some of your most difficult conversations easier and more authentic to create confidence, win trust, and expand the skills of every customer-facing member of your team. Chris trashes the stereotypical sales script and takes the guesswork out of building rapport with your customers. His framework helps you lead authentically and provide employees with the tools and mindset they need to secure business and create long-lasting customer relationships. Make your words count and build better connections with this insightful framework for more compelling communication.

Updated for the first time in more than forty years, Dale Carnegie’s timeless bestseller How to Win Friends and Influence People—a classic that has improved and transformed the personal and professional lives of millions.This new edition of the most influential self-help book of the last century has been updated under the care of Dale’s daughter, Donna, introducing changes that keep the book fresh for today’s readers, with priceless material restored from the original 1936 text.One of the best-known motivational guides in history, Dale Carnegie’s groundbreaking publication has sold tens of millions of copies, been translated into almost every known written language, and has helped countless people succeed.Carnegie’s rock-solid, experience-tested advice has remained relevant for generations because he addresses timeless questions about the art of getting along with people. How to Win Friends and Influence People teaches you:-How to communicate effectively-How to make people like you-How to increase your ability to get things done-How to get others to see your side-How to become a more effective leader-How to successfully navigate almost any social situation-And so much more!How to Win Friends and Influence People is a historic bestseller for one simple reason: Its crucial life lessons, conveyed through engaging storytelling, have shown readers how to become who they wish to be. With the newly updated version of this classic, that’s as true now as ever.

Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers--and seal the deal faster. What does a sales professional do when the customer says, "Not yet"? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift--a common phenomenon in which a prospect simply forgets about the product offering and goes dark--is persistent and rampant. Technology doesn't change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer's buying journey to teach sales professionals how to: * Create and maintain Emotional Altitude for the customer * Leverage speed as an advantage * Personalize follow-up to fulfill customer needs and provide value * Overcome the mental barriers that make follow-up a difficult task * Select the right follow-up method * Stay in touch without annoying the prospect * "Wake up" tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It's about rituals and routines, rhythms and the right attitude. It's about not quitting when others give up. Follow-up is what separates the good from the great.

Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects.In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doorsTop producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!