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Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy | 
 enlarge | Author: George Walther
Publisher: Kaplan Business
Category: Book
List Price: $9.95
Buy New: $4.00
You Save: $5.95 (60%)
New (29) Used (14) from $3.99
Rating:  16 reviews
Sales Rank: 142942
Media: Paperback
Pages: 192
Number Of Items: 1
Shipping Weight (lbs): 0.6
Dimensions (in): 9.1 x 6 x 0.6
ISBN: 141950276X
Dewey Decimal Number: 658.872
EAN: 9781419502767
Publication Date: July 1, 2005
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
Condition: In stock - Sent fast from British booksellers.
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Product Description
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 to: • ""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.
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| Customer Reviews: Read 11 more reviews...
 heat up -still warm calls October 6, 2008
Randi Boeje (mastic, new york)
Heat up your cold calls, still wants warm calls, meaning you must have some connection to the potential client. I did get some ideas out of the book. If you are like me, calling people you do not know, he does not have a lot of suggestions, other than, just don't make cold calls. But wasn't that the title,in the first place.
 BEST BOOK FOR ANY PROFESSIONAL SALES PERSON- INCREASE YOUR SELLING PROFITS May 4, 2008
Account Manager (New York)
0 out of 1 found this review helpful
If you are looking for a book that would help you increase your knowledge in making calls, I highly recommended it. This is one book that I would use over and over. Filled with great ideas that other authors have not covered. This author knows his stuff. This book will be a source for your sales profit.
Recommended highly. One of the best book on cold call and selling techniques. Get it today!
 Heat Up Your Cold Calls April 23, 2008
W. Johnson (Phila., PA)
0 out of 1 found this review helpful
I purchased this book at a primer for my sales team but also find value in it for myself. It reminds and reinforces good habits and demonstrates new perspectives to enhance the process of getting appointments and commencing a relationship. The book is of value to new as well as experienced sales people. It is easy to read without being considered elementary. Any sales pro can easily identify with the topics and techniques this book presents. In the vast array of sales skills books I find this one of the best and most efficient in delivering value for the working professional.
Great ideas of how to change your attitude towards cold calling October 22, 2007
John W. Wallace (Anthem, AZ USA)
3 out of 4 found this review helpful
I have always hated doing cold calls but I know the importance of doing them. Reading this book has really given me an entirely new outlook on making calls. It teaches you ways to preheat your calls so that they are not cold and miserable. I was really motivated to come in to the office this week to start making lots of calls and growing the sales!!
Cold Calling to Preheating ! September 13, 2007
Jeff Van Gastel (CA)
1 out of 1 found this review helpful
This book is a great addition to any salesperson's library. I really enjoyed it, and found the information in it very useful and practical. My weakness in sales has always been "cold calling". I enjoy the face-to-face meeting, and actually hate the phone. I have never really had great cold calling training, so I was looking for a book that would help me. I still have some trepidations, but am alot more comfortable talking on the phone and asking for appointments. Some of the great points that were in this book:
* The referral section was excellent. George broke down cold calling to 3 referral groups: Perceived, Implied, and Named. The wording was great, and it gives you verbage to get that important meeting, rather than stuttering that you know someone who knows the potential client you are calling. He also says to ask for specific referrals rather than just referring a couple of random business associates, who may not be your ideal targets.
* Using positive words: for example not using BUT... replace with and!
* Making telephone appointments to talk to your prospects. Most of us hate playing phone tag, or reaching the secretary and voicemail. He has a couple of great ways to reach your prospects.
* Welcoming objections and overcoming them
In a gist, George has 5 sales steps that are used throughout the book:
1. Begin your call by spelling out your relationship
2. Use open-ended and multiple choice questions to discover your prospects concerns
3. Offer consultation by matching the benefits of our service with what your prospect cares about
4. You have asked for objections and addressed them
5. Help your prospect make a favorable decision.
I enjoyed the book, and it has helped me make more appointments, and especially more quality appointments, rather than just going on appointments to meet a quota!
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