Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling Review

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Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling ReviewI've just finished reading a review copy of Art's book. I did it in one sitting.
As someone who is a consultant by trade, but who needs to sell; and who works with professionals who, like me, aren't primarily salespeople - my thoughts before reading were that this might have some relevance and a few tips I could glean for myself and my clients.
it turns out there was a whole lot more.
The book is aimed at salespeople - but it's highly relevant to consultants, lawyers and other professionals. The approach it teaches you is light years away from the painful, pushy calls you'll have received from telesales people in the past. It's client focused, and it's about establishing a genuine consultative dialogue with potential clients right from the off.
It covers a number of areas which professionals typically struggle with:
* How to research a potential client in advance so that the call becomes a warm rather than cold one
* The right words to use in the critical first 20 seconds to grab a prospects attention
* Ho to come across as a peer-level professional rather than a cheesy salesperson
* How to structure an engaging dialogue that gets prospects to take action
* How to stay motivated and avoid morale-sapping rejection
Personally, over the years, I've improved my telephone prospecting skills significantly. The more you do it, the more comfortable you get, and you slowly build up your knowledge of what works and what doesn't.
The trouble is, it's very slow progress. You learn more about what doesn't work than what does.
Art's book really helps you shortcut this process and learn what works in a professional and ethcial way for telephone prospecting.
Ian
Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling Overview

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Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships Review

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Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships ReviewOnce again, Ed Wallace turns "Little Extras" into winning business relationships. This latest work is reminiscent of Dale Carnegie's 'How to Make Friends and Influence People' by providing tangible methods for building rapport, establishing objectives for each meeting and developing credibility. These techniques are proving invaluable for progressing business relationships with clients and partners from acquaintance to professional peer and ultimately respected advisor. Max the taxi driver would be proud to have his name associated with this work that is certain to have a powerful influence.Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships Overview

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The New Handshake: Sales Meets Social Media Review

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The New Handshake: Sales Meets Social Media ReviewI thought I was a semi-expert on social media. That was until I picked up a copy of the New Handshake: Sales Meets Social Media. This book will naturally appeal to corporate professionals and sales people who have not yet accepted what potential value Facebook, Twitter and Linkedin (to name a few) may add to their marketing arsenal. On the other hand, there are people like myself -- a Director of Marketing for a small business, a blogger since 2006 and one who's been comfortably Tweeting on behalf of nonprofits, businesses and my own personal agenda since Fall of '08. While I'm fairly comfortable (maybe too) with the branding and communication aspects of social media, reading The New Handshake is helping me to construct "a plan" to make the most of my creative messaging. The introduction alone reads like a well written tale on the history of sales. So, not only is The New Handshake a useful and educational tool for us marketeers, it's a page turner as well. I plan to buy at more copies as gifts for my fellow bloggers, social media-ites and biz buds who are always looking for new ways to advance their careers.The New Handshake: Sales Meets Social Media Overview

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Social Media at Work: How Networking Tools Propel Organizational Performance Review

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Social Media at Work: How Networking Tools Propel Organizational Performance ReviewA great guide for building, accelerating or transforming your organization's Web 2.0 strategy.
Don't miss out on the social media revolution sweeping the corporate world.
There are great case studies along with tips to build your Web 2.0 strategy.
It's a bible for Web 2.0 at the workplace!Social Media at Work: How Networking Tools Propel Organizational Performance Overview

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