Never Cold Call Again: Achieve Sales Greatness Without Cold Calling

by Frank J. Rumbauskas Jr.

"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 (0-9765163-0-6).

Genres: Business

196 pages, Paperback

First published April 27, 2006

Reviews

[Matt · Rating 3 out of 5]

So yet another sales book filled with promises of helping you make quota and lots of money. yada yada yada. The premise behind this book was that cold calling in sales is a waste of time. I tend to agree, but some of the methods Mr. Rumbauskas brought up caused me to raise an eyebrow. Perhaps his methods could apply to some industries, but certainly not all. His idea of putting together your own website or starting a blog had me shaking my head. His recommendations for networking was good but nothing short of something I already knew.

Criticism aside, this book wasn't a complete waste of time. I liked his chapter on being confident in your selling. His comments about "qualifying out" prospects that you don't think will really buy was spot on. I also agreed multiple common sense statements that were made throughout the book.

In a nutshell, I am equally glad I read this book as I am that I checked it out from the library. It would be a good first book to read if you are new to sales and also worthwhile for tenured sales people that just need some fresh ideas or reminders.

[Mikey24 · Rating 1 out of 5]

Interesting title which grabbed my attention.

There are some that might find value in this advice but it's not for me. Trading cold calling for flyer distribution doesn't work for me.

[Ronnie · Rating 4 out of 5]

Easy read that is a little bit dated. Written in 2006 so not that dated but enough that tactics have changed a little bit. The premise of the book is that cold calling is not the answer and instead we need to market ourselves in a way that brings warm leads to us. Referrals are the best kinds of leads and he promotes the monthly newsletter as a tool to maintain relationships with past clients and your sphere of influence. He also explains how to use direct mail, e-mail marketing, a website, pay per click ads, blogging, free seminars, free publicity with reporters, networking and I'm sure if the book were updated social media. All of this section was good but not great. What pushed the book from 3 to 4 stars was his selling section. This was a great explanation of consultative sales. Using the power of two appointments where the first appointment is designed to understand the prospects business and the second to present the solution. The real magic was in his profit justification explanation. The objective of the first meeting is to get deeper into understanding their business from a dollar and cents prospective. The key is to find the pain point that you can solve and quantify the dollars and sense. For example they are only closing 10% of buyer leads. They get 100 buyer leads a year and the buyers average revenue when closed is $20k. So a 5% increase in closing is $100k a year. So our follow up system is the feature we offer but the $100k a year is the benefit to them.

[Yves · Rating 3 out of 5]

At last, a book on sales that at least begins to attack the fundamental change of sales between the industrial age and the information age. When I started my first company, I did the sales and cold calls are the only game in town for a newly formed company.

Fast-forward to today and my Sales Team behaves in an entirely different way, remarkably like this book, where information is literally mined to find leads which are evaluated before being sent to the higher-paid professionals in the Sales Team.

The old mantra was "It's a numbers game" and I will admit to saying that phrase as little as last week, ... but no more because it no longer is a numbers game ... it is an information game.

Used to talk to customers one by one. The internet allows you to talk to them all at once, then personalize it later which saves time, wear and tear, plus getting information out faster. Blogs sure thing but you need to set up a management team to run the information flow, hard to get companies to do but necessary.

[Arjun · Rating 3 out of 5]

reaffirms how the times of cold calling are behind us.

[Will Jeffries · Rating 4 out of 5]

This book is great for Network Marketing Professionals as well as Sales Professionals. Definitely one to have on the bookshelf.

[Maxwell · Rating 1 out of 5]

Very basic book and boring. I thought Jordan Belforts techniques were much better http://www.ebay.co.uk/itm/111020926411.