具体描述
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.
作者简介
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.
目录信息
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**评价四** 我必须承认，我原本对这类书籍抱有一种根深蒂固的怀疑态度，总觉得它们贩卖的是虚假的自信和不切实际的承诺。然而，这本书的诚实度让我感到惊讶。作者毫不避讳地承认了失败的必然性，并且将“被拒绝”视为数据收集过程中的正常反馈，而不是个人能力的否定。这种坦诚的态度极大地中和了成功学书籍中常见的浮夸之风。书中关于“如何优雅地结束一次无效对话”的指导，简直是救星般的存在。我过去常常因为不知道如何体面地收场而拖泥带水，让双方都感到尴尬。而这本书提供了一套包含进退自如的“退出机制”，这让我对尝试新接触的恐惧感又少了一层。此外，作者对“非言语信号”的分析非常精辟，他强调了身体语言的微小调整如何影响整体的气场。读完后，我感觉自己像是在进行一次系统的、由内而外的“沟通系统升级”，而不是简单地学习了几句应付的台词。
评分**评价三** 这本书的结构组织得极有条理，清晰地划分了从“准备期”到“跟进期”的各个阶段，像一个精密的流程图，但又不失人文关怀。我特别欣赏作者在论述中融入的那些跨文化交流的视角。作为一个经常需要与不同背景的潜在客户打交道的专业人士，我深知文化差异带来的微妙障碍。这本书没有采取“一刀切”的策略，而是提供了一套灵活的框架，教我们如何根据环境快速调整自己的沟通“频率”。例如，书中关于如何识别对方的“沟通偏好模型”（是偏重逻辑分析还是情感共鸣）的章节，给我打开了一扇新的大门。我不再是拿着同一把万能钥匙去尝试开启所有不同的锁。另外，书中的案例都是非常接地气的，很多场景我都曾在自己的职业生涯中遇到过，这使得理论的转化率非常高。我甚至在书的空白处做了大量的笔记和批注，因为它不仅仅是告诉我“该做什么”，更重要的是解释了“为什么这样做是有效的”，这种因果关系的阐述，才是我真正需要的知识积累。
评分**评价一** 这本书简直是为那些在人际交往中感到如履薄冰的社恐人士量身定做的“心理按摩器”。我一直以来都对主动与陌生人建立联系这件事感到本能的抗拒，那种“被打扰”的感觉和担心被拒绝的恐惧，常常让我望而却步。然而，这本书没有给我灌输那些生硬的、机械化的销售技巧，反而更侧重于如何调整自己的心态。它探讨了“恐惧”本身是如何产生的，并且提供了非常细腻的心理调适方法。比如，作者用了一个很形象的比喻，将每一次尝试性的接触描述为一次“信息收集”而非“结果判定”，这极大地减轻了我的心理负担。我发现，当我不再把每一次互动都看作是一场决定生死的考试时，我的语气和肢体语言都自然放松了许多。书中关于如何构建初步信任的章节尤其精彩，它不是教你如何“表演”真诚，而是引导你找到自己内在的驱动力，让你发自内心地去关心对方的需求。这种深入挖掘内在驱动力的写作方式，让我感觉它更像一本个人成长指南，而不是一本单纯的商业工具书。读完之后，我依然会感到紧张，但那种想要逃避的冲动明显减弱了，取而代之的是一种“我可以试试看”的微小勇气。
评分**评价五** 这本书的价值在于它打破了“推销”这个概念的固有枷锁。它不是教你如何像一个推销员一样去“索取”，而是鼓励你像一个“问题解决者”那样去“给予”。作者反复强调，真正的连接始于发现对方的痛点，而这个发现的过程，恰恰需要一种几乎是侦探般的好奇心和耐心。我最喜欢的一点是，书中对“准备工作的深度”的论述。它不仅仅是让你去查一下对方公司的背景，而是要求你去理解这个行业在未来六个月可能面临的最大挑战是什么。这种宏观的、前瞻性的准备，使得任何后续的交流都建立在一个非常坚实且有深度的基础上。这让我在开口时，自然而然地带上了一种“我可以带来价值”的底气。这本书的行文节奏非常稳定，不急不躁，它引导读者建立的不是一种浮躁的技巧体系，而是一种可持续的、建立在专业洞察力之上的沟通哲学。这是一本需要被反复阅读和实践，并在每次尝试后都能从中提取新东西的宝藏。
评分**评价二** 坦白说，这本书的篇幅和其所涵盖的深度，远远超出了我原本对“XX技巧”类书籍的预期。我原本以为这会是一本快速浏览、总结出几条“黄金法则”就能上手的速成手册，但事实是，它更像是一部需要反复研读、并在实践中对照思考的深度文本。作者的叙事风格非常具有画面感，仿佛在和我进行一场深入的、面对面的对话。他没有过多纠缠于那些陈词滥调的开场白，而是花了大篇幅去解析“语境”和“时机”的重要性。有一段关于如何在非正式场合（比如咖啡馆排队时）进行“无压力接触”的描写，简直是教科书级别的案例分析，细腻到连眼神接触的持续时间都有微妙的暗示。更让我印象深刻的是，作者对“倾听的艺术”进行了近乎哲学的探讨。他指出，许多人失败不是因为说得不好，而是因为他们急于植入自己的信息，错失了对方释放出的关键“信号”。这本书迫使我放慢速度，真正去关注对方的反应，而不是仅仅关注我自己的目标达成率。对于那些追求细节和深度洞察力的读者来说，这本书的价值是无可估量的。
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