No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust

by Joanne S. Black

Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling system, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate your business from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLING provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.

Genres: Business

256 pages, Paperback

First published April 14, 2006

About the author

Joanne founded No More Cold Calling in 1996. Her passion is to transform the way every sales team and sales person works, by teaching salespeople to receive referral introductions, get the meeting at the level that counts, arrive pre-sold, and convert sales prospects to clients more than 70% of the time. No other sales or marketing strategy comes close to these results.

Joanne's first book, No More Cold Calling, outlines the step by step process to build a referral business.

Her latest book, Pick Up the Damn Phone! How People, Not Technology Seal the Deal, addresses the over-dependence of salespeople on technology. The book is based on 30+ years of sales and sales management experience and interviews with over 25 sales and marketing executives. The key premise: Technology is a great tool, but nothing replaces a personal conversation.

Learn more about referral selling and Joanne on her website, http://www.nomorecoldcalling.com.

Reviews

[Sara · Rating 1 out of 5]

You don't plug your own Arbonne face cream in a book where you are trying to "teach" your audience about sales. Terrible.

[Jacob O'connor · Rating 2 out of 5]

No More Cold Calling is the worst kind of sales book. If you're in sales, you've probably had the experience of talking yourself into a sale, at which point you should have stopped talking. But you didn't. The next thing you know you've talked yourself out of a sale. This is the first mistake Joanne Black makes. Most of the book is trying to sell you on using referrals instead of cold calls, but isn’t that the very reason we bought the book? I didn't need to be convinced to want her advice. I was already sold. The biggest problem is that Black never quite gets around to teaching us how to ask for the referral. This is 200 pages of mediocre tips and process pointers, but I'm no better at asking for referrals than I started. Pretty disappointing.

[Paul Butterfield · Rating 4 out of 5]

Filling a sales funnel through referrals instead of cold calling is a skill most sales pros need to develop and there are some good ideas here along with a suggested structure for identifying ICPs, network and tracking results.

[K · Rating 4 out of 5]

Great strategies, easy to understand (I listened to the audiobook version) and simple advice that is easy to use immediately.