Customer Reviews

How to Make Hot Cold Calls: Your Guide to Making the Sale or Landing That Perfect Job

5 star:		(4)
4 star:		(1)
3 star:		(0)
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1 star:		(0)

 

 

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.

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.

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.

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.

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.