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Product Description
Review
"Steven Schwartz demonstrates to readers how to approach this habit with the courtesy possible and how to get a job one would normally be overlooked for. How to Make Hot Cold Calls is a strong consideration for any who are tired of being passive in their job hunt."
-- Midwest Book Review
Product Description
This new edition includes a larger focus on the language of sales and words that work. Also expanded material on effective phone communications and ways to develop trust with potential clients.
How To Make Hot Cold Calls is the most informative and easy to use book for techniques on how to contact clients - and make that sale.
"This book is definitely worth reading. Steven Schwartz provides a recipe that is easy to follow and vastly improves the chances of a successful call. I have been so impressed that I have used Steven as a persona coach as have many of my colleagues."
-- Robert Rossman, Managing Director, Credit Swiss First Boston
"Delightfully engaging and highly effective. I recommend it highly."
-- Rob Brickman, Consulting Principal, IBM Canada
"By using Steven's techniques, I was able to land the job I wanted with a Fortune 500 company. This system showed me exactly how to get the decision-maker on the phone and get the appointment. I continued to apply the techniques in the first meeting and secured the job on the first interview! If you read this book before searching for your next job, it will cut your time by more than half and give you're the confidence to get the job you really want."
-- Tayna Sampson, MBA 2000, Schulich School of Business
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Most helpful customer reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars
A Must-Have Book,
This review is from: How to Make Hot Cold Calls (Paperback)
With "How To Make Hot Calls", Steven J. Schwartz has done the near-impossible. He has taken the third most stress-provoking life event (behind public speaking and diapering an infant) and transformed it into one of the most powerful assets I have in my business life.When I was referred to Schwartz's book, I was concerned that I'd be cluttering my bookshelf with another facile, indulgent self-help guide from a slick motivational speaker with limited business experience and a juvenile sense of humor. This book is different. Unlike other books of this type, Schwartz uses an engaging combination of anecdotes, real-life business examples and highly effective exercises to convey his concepts. He speaks to the reader in plain language and provides many opportunities to reinforce the skills being taught. Schwartz's ideas are simple, infectious and have resulted in my being much more effective and at ease in reaching my clients and managing my relationships with them. This book would be invaluable to anyone who is in consultative sales, marketing or professional services. I heartily recommend this book to anyone who, like me, was intimidated by the prospect of calling new business contacts. Without meaning to sound hyperbolic, this could be the best investment you'll ever make in a skill you'll use for the rest of your working life.
4.0 out of 5 stars
A great motivational supplement,
By
This review is from: How to Make Hot Cold Calls: Your Guide to Making the Sale or Landing That Perfect Job (Paperback)
While this is not a complete A-Z book on cold calling, it has many great tips that other cold calling authors missed. The book is very personable and I found myself doing the exercises and making notes throughout. I especially appreciated the section at the end with innovative and fun ways to make cold calling more enjoyable.
5.0 out of 5 stars
Proven Testimonial,
By Doug H. (Toronto, Canada) - See all my reviews
This review is from: How to Make Hot Cold Calls (Paperback)
How to Make Hot Cold Calls changed my life. As a sales manager with a very large financial institution, I was enlightened by the concepts found within Steven Schwartz's book. Never before had I been given the "how to" of this critical component of the sales process. I was so inspired, that I coordinated a seven-week pilot with 10 front-line sales staff within my organization. Here are some of the startling results from our informal process: a 73% average increase in our ability to get through to prospects over the telephone, and an 87% average increase in our ability to get the appointment or sale.Believe me, this is a very reliable indicator of how intuitive Hot to Make Hot Cold Calls can be to a typical sales person today. Some of the behavioural changes from the team were immediate and permanent. Even more exciting was how my salespeople could overlay Steven's techniques during their face-to-face sales appointments. I strongly recommend the use of this book, the website, and the audio program.
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