Lee Boyan - Successful Cold Call Selling: Over 100 New Ideas, Scripts, and Examples From the Nations Foremost Sales Trainer
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Successful Cold Call Selling: Over 100 New Ideas, Scripts, and Examples From the Nations Foremost Sales Trainer
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This text provides information on how to cold call successfully. It contains 100 ideas, scripts and examples for readers to try out.
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This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019.
Library of Congress Cataloging-in-Publication Data Boyan, Lee. Successful cold call selling. Includes index. 1. Selling. 2. Direct selling. 3. Telephone selling. I. Title. HF5438.25.B68 1989 658.8'5 88-48041 ISBN 0-8144-7718-6
1989 LeeBoyan & Associates, Inc. All rights reserved. Printed in the United States of America.
The first edition of this book was copyright 1983 Lee Boyan & Associates, Inc.
This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York. NY 10019.
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Page v
What This Book Will Do For You
You are about to learn powerful, proven techniques that will enable you to perform at your best whenever you introduce yourself to a new prospect either in person or by phone. You will master the ability to gain an audience that has top-level buying authority as you arrange to present your offering under the most favorable circumstances, and you will come out with orders where no business previously existed.
To be able to do this self-assuredly and consistently is heady wine indeed. There is and always will be insatiable demand for persons with such skill.
My thirty-five years of experience as a salesperson, field sales trainer, seminar leader, professional speaker, and management consultant have provided me with countless opportunities to meet thousands of sales executives from all kinds of businesses. My association with them was often more than a casual acquaintance. Many times we worked closely together, planning sales campaigns, sales meetings, and training
Page vi
programs, and developing new concepts to use in my sales and management seminars.
I have learned a great deal from my association with these executives. If I had to single out the one skill they value most of all in their men and women, it would be the ability to create new business instead of just being order takers.
Taking orders for something buyers are ready and waiting to buy at a price they are willing to pay can usually be done by salespeople with average ability. But the highest rewards, both financial and intangible, go to those who are able to create new business through their ingenious efforts.
Do you ever feel uneasy when you make an introductory call to a new prospect either by phone or in person?
Do you prefer to call on repeat customers or familiar prospects rather than strangers?
Do you feel that making "cold calls" is unproductive?
Do you ever get thrown off balance by a harsh rebuff?
When an appointment is canceled or a call is finished sooner than expected, do you often find yourself without fill-in prospects to call on?
Do you often have difficulty getting past a receptionist or a secretary?
Do you often have to settle for making presentations to persons who do not have buying authority?
Do you ever find yourself at a loss for words when a prospect resists granting you an interview?
Do you ever wish you could have a second chance to make a particular first impression?
Do you often find it difficult to gain the attention of prospects who are preoccupied with other important matters?
Do you have an effective strategy for dealing with these situations?
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