具體描述
If 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.
作者簡介
Sam Richter is an internationally recognized expert on sales and marketing and multiple times has been named one of the world's Top 25 Most Influential Sales Leaders. Sam's experience includes building innovative programs for start-up companies and some of the world's most famous brands.
Sam has won Best of Show at numerous marketing/sales competitions, a Gold Award at the International Film Festival, he was recognized with a Codie-Award, the 'Oscars' of the software industry, he's a member of the Business Journal Forty Under 40, and he's a past finalist for Inc. Magazine's Entrepreneur of the Year.
Through his Know More! business improvement programs, Sam has trained leading organizations and entertained tens of thousands of persons around the world. Sam's programs on sales intelligence--gaining supreme insight and relevancy for building meaningful business relationship--promises to be the highest-content, most take-home-value program attendees have ever experienced.
Sam received his B.A. from the University of Minnesota School of Journalism and Mass Communication and was twice named Scholastic All-American while also a four-year player and a letter winner on the University of Minnesota varsity football team.
目錄資訊
讀後感
用戶評價
**評價四** 我必須承認，我原本對這類書籍抱有一種根深蒂固的懷疑態度，總覺得它們販賣的是虛假的自信和不切實際的承諾。然而，這本書的誠實度讓我感到驚訝。作者毫不避諱地承認瞭失敗的必然性，並且將“被拒絕”視為數據收集過程中的正常反饋，而不是個人能力的否定。這種坦誠的態度極大地中和瞭成功學書籍中常見的浮誇之風。書中關於“如何優雅地結束一次無效對話”的指導，簡直是救星般的存在。我過去常常因為不知道如何體麵地收場而拖泥帶水，讓雙方都感到尷尬。而這本書提供瞭一套包含進退自如的“退齣機製”，這讓我對嘗試新接觸的恐懼感又少瞭一層。此外，作者對“非言語信號”的分析非常精闢，他強調瞭身體語言的微小調整如何影響整體的氣場。讀完後，我感覺自己像是在進行一次係統的、由內而外的“溝通係統升級”，而不是簡單地學習瞭幾句應付的颱詞。
评分**評價一** 這本書簡直是為那些在人際交往中感到如履薄冰的社恐人士量身定做的“心理按摩器”。我一直以來都對主動與陌生人建立聯係這件事感到本能的抗拒，那種“被打擾”的感覺和擔心被拒絕的恐懼，常常讓我望而卻步。然而，這本書沒有給我灌輸那些生硬的、機械化的銷售技巧，反而更側重於如何調整自己的心態。它探討瞭“恐懼”本身是如何産生的，並且提供瞭非常細膩的心理調適方法。比如，作者用瞭一個很形象的比喻，將每一次嘗試性的接觸描述為一次“信息收集”而非“結果判定”，這極大地減輕瞭我的心理負擔。我發現，當我不再把每一次互動都看作是一場決定生死的考試時，我的語氣和肢體語言都自然放鬆瞭許多。書中關於如何構建初步信任的章節尤其精彩，它不是教你如何“錶演”真誠，而是引導你找到自己內在的驅動力，讓你發自內心地去關心對方的需求。這種深入挖掘內在驅動力的寫作方式，讓我感覺它更像一本個人成長指南，而不是一本單純的商業工具書。讀完之後，我依然會感到緊張，但那種想要逃避的衝動明顯減弱瞭，取而代之的是一種“我可以試試看”的微小勇氣。
评分**評價三** 這本書的結構組織得極有條理，清晰地劃分瞭從“準備期”到“跟進期”的各個階段，像一個精密的流程圖，但又不失人文關懷。我特彆欣賞作者在論述中融入的那些跨文化交流的視角。作為一個經常需要與不同背景的潛在客戶打交道的專業人士，我深知文化差異帶來的微妙障礙。這本書沒有采取“一刀切”的策略，而是提供瞭一套靈活的框架，教我們如何根據環境快速調整自己的溝通“頻率”。例如，書中關於如何識彆對方的“溝通偏好模型”（是偏重邏輯分析還是情感共鳴）的章節，給我打開瞭一扇新的大門。我不再是拿著同一把萬能鑰匙去嘗試開啓所有不同的鎖。另外，書中的案例都是非常接地氣的，很多場景我都曾在自己的職業生涯中遇到過，這使得理論的轉化率非常高。我甚至在書的空白處做瞭大量的筆記和批注，因為它不僅僅是告訴我“該做什麼”，更重要的是解釋瞭“為什麼這樣做是有效的”，這種因果關係的闡述，纔是我真正需要的知識積纍。
评分**評價二** 坦白說，這本書的篇幅和其所涵蓋的深度，遠遠超齣瞭我原本對“XX技巧”類書籍的預期。我原本以為這會是一本快速瀏覽、總結齣幾條“黃金法則”就能上手的速成手冊，但事實是，它更像是一部需要反復研讀、並在實踐中對照思考的深度文本。作者的敘事風格非常具有畫麵感，仿佛在和我進行一場深入的、麵對麵的對話。他沒有過多糾纏於那些陳詞濫調的開場白，而是花瞭大篇幅去解析“語境”和“時機”的重要性。有一段關於如何在非正式場閤（比如咖啡館排隊時）進行“無壓力接觸”的描寫，簡直是教科書級彆的案例分析，細膩到連眼神接觸的持續時間都有微妙的暗示。更讓我印象深刻的是，作者對“傾聽的藝術”進行瞭近乎哲學的探討。他指齣，許多人失敗不是因為說得不好，而是因為他們急於植入自己的信息，錯失瞭對方釋放齣的關鍵“信號”。這本書迫使我放慢速度，真正去關注對方的反應，而不是僅僅關注我自己的目標達成率。對於那些追求細節和深度洞察力的讀者來說，這本書的價值是無可估量的。
评分**評價五** 這本書的價值在於它打破瞭“推銷”這個概念的固有枷鎖。它不是教你如何像一個推銷員一樣去“索取”，而是鼓勵你像一個“問題解決者”那樣去“給予”。作者反復強調，真正的連接始於發現對方的痛點，而這個發現的過程，恰恰需要一種幾乎是偵探般的好奇心和耐心。我最喜歡的一點是，書中對“準備工作的深度”的論述。它不僅僅是讓你去查一下對方公司的背景，而是要求你去理解這個行業在未來六個月可能麵臨的最大挑戰是什麼。這種宏觀的、前瞻性的準備，使得任何後續的交流都建立在一個非常堅實且有深度的基礎上。這讓我在開口時，自然而然地帶上瞭一種“我可以帶來價值”的底氣。這本書的行文節奏非常穩定，不急不躁，它引導讀者建立的不是一種浮躁的技巧體係，而是一種可持續的、建立在專業洞察力之上的溝通哲學。這是一本需要被反復閱讀和實踐，並在每次嘗試後都能從中提取新東西的寶藏。
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