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Salespeople everywhere are learning the hard way that cold calling doesn't work anymore.

Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers.

There has to be an easier way to find prospects - and there is.

Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.

Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.

Preface

PART ONE: A New Way of Selling

　1 Times Have Changed:Welcome to the Information Age

　　A Background on Selling in the New Economy

　2 Why Selling Is Out and Self-Marketing Is In

　　Selling in Today’s World

　　Why Cold Calling Doesn’t Work Anymore

　　Buying versus Selling

　　Selling Is Selling

　　Selling Is Stupid

　3 Old Answers Are Wrong Answers

　4 Think Like a Business Owner

　　Know What’s Important to Prospects

　　Profit Justification

　　Avoid Empty Rapport Building

　　What Are Your Goals?

　5 A Shift in Power

　　Attaining Unstoppable Confidence

　　Overcoming Limiting Beliefs

　　Reframing Limiting Beliefs

　　What’s Your Secret Excuse?

　　Your Prospects and Customers Need You!

　6 The Power of Leverage and the Advantage of Systems

　　Leverage Is Massive Power

　　The Advantage of Systems and a System of Systems

　　PART TWO: Your Self-Marketing System for Lead Generation

　7 Self-Marketing Basics

　　What Is Self-Marketing?

　　Creating Your Message

　　What You Must Communicate to Prospects

　8 A Twist on Cold Calling

　　Cold Calls Are a Fleeting Moment in Time

　　Creating Your Marketing Piece

　　Getting Your Message Out

　　Employ Leverage: Make It Automatic

　9 Powerful Phone Techniques That Work!

　　The Image of Supreme Power

　10 Why E-Mail Beats the Phone

　　E-Mails versus Phone Calls

　　Making Initial Contact via E-Mail

　　Following Up via E-Mail

　　Employ Leverage: Using Autoresponder Systems

　　Video E-Mail for High Response Rates

　11 Traditional Direct Mail That Works

　　Condensing Your Sales Message

　　Formats That Get Responses

　　Get Your Letters Opened

　　Following Up on Your Mailer

　　Employ Leverage: Automated, Inexpensive Direct Mail

　12 The World Wide Prospecting Web

　　Why You Need a Personal Web Site

　　Use Your Web Address Everywhere

　　Building a Site Quickly and Inexpensively

　　Driving Traffic to Your Site

　　The Web Is the Ultimate Form of Leverage

　13 Keeping in Touch, Automatically

　　The Importance of Ongoing Contact

　　Advantages of a Free Newsletter

　　How a Free Newsletter Builds Momentum through Leverage

　　If It Doesn’t Help Them, They Won’t Read It

　　Building Your Newsletter List

　　Even More Leverage through Autoresponders

　14 Weblogs

　　What Is a “Blog”?

　　How a Blog Attracts Qualified Prospects

　　Setting Up Your Blog

　　Driving Traffic to Your Blog

　　The Goal of Driving Traffic to Your Blog

　15 Gain Prospects’ Trust through Free Seminars

　　Become the Authorized Expert

　　Keep It Simple and Manageable

　　Getting People to Attend

　　Conducting Your Free Seminar

　　Convert Attendees to Customers

　16 Easily Obtain Free Publicity

　　Reporters Cold Call, Too!

　　Why the Media Needs You

　　Making the Initial Contact

　　Use Leverage to Get More Publicity

　17 Be a Real Consultative Salesperson

　　Be a True Consultant, Not Another Sales Rep

　　Compensation

　　Applying the Law of Compensation

　18 Real Networking That Really Works

　　The Holy Grail of Sales That’s So Hard to Find

　　Offer Real Incentives

　　Keeping Your Network Updated and Motivated

PART THREE: You Have the Leads—Now Get the Sales

About the Author

Index

Frank J. Rumbauskas Jr. started his sales career cold calling to no avail, failing to make his numbers, only to receive the useless advice of “increase your activity” from managers. He then went into a trialand-error period of several years and develope

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Book Description

"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."

　　　　　　　　　　　　　　　　　　　　　　　　　　- Jeffrey Gitomer, Author, Little Red Book of Selling

"You can never get enough of a good thing! Read this book and USE its contents!"

　　　　　　　　　　　　　　　　　　　　　　　　　　- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever

Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.

Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.

Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time.

Book Dimension

length: (cm)22.9 　　　 　　　　　 　　　　　 width:(cm)15.2