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"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).
- Sales Rank: #759632 in Books
- Brand: Rumbauskas, Frank J., Jr.
- Published on: 2006-05-26
- Released on: 2006-05-10
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .40" w x 6.00" l, .52 pounds
- Binding: Paperback
- 196 pages
From the Back Cover
GENERATE MORE LEADS AND HIGHER SALES—WITHOUT COLD CALLING!
Salespeople everywhere are learning the hard way that cold calling just 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. But today's consumers have no patience for the sales pitch—that is, if they even answer the phone at all.
There has to be an easier way to find more and better 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. In Never Cold Call Again, Frank Rumbauskas shows you how to move your sales program into the Information Age using modern marketing tools like e-mail, Web sites, and blogs. Based on interviews with top performers, proven marketing tactics, and his own sales experience, Rumbauskas shows you how to make more money in sales without the high-pressure tactics and closing speeches everyone is sick of. This cutting-edge guide will bring your sales methods into the future, without the cold call. Plus, you'll learn how to:
- Craft a unique message and get it out to the masses
- Use e-mail to land prospects you wouldn't get over the phone
- Use direct mail techniques that still work
- Build a Web site and drive traffic to it
- Maintain ongoing contact with prospects
- Use newsletters to get the word out
- Write a blog to attract qualified prospects automatically
- Get free publicity from the media
- Think like an independent consultant, not a sales rep
- Develop and deliver a powerful sales proposal
Cold calling isn't just ineffective; it's outdated. Never Cold Call Again will show you how to tap into the power of modern marketing to increase your prospects and boost your sales—without even picking up the phone!
About the Author
Frank J. Rumbauskas Jr. started his sales career cold calling to no avail, failing to make his numbers, only to receive the useless advice of “increase your activity” from managers. He then went into a trialand-error period of several years and developed a complete system of selling that made him a top producer without cold calling. Author of the self-published sensation Cold Calling Is A Waste Of Time, Frank lives in Phoenix, Arizona, where he is a partner in several businesses including an insurance agency, a telecom services provider, and, of course, his sales training company, which strives to educate all salespeople that there are much better ways to prospect than cold calling. Frank’s blog can be found at nevercoldcall.typepad.com.
Most helpful customer reviews
241 of 275 people found the following review helpful.
Unimpressive Book From An Impressive Salesperson
By AliGhaemi
Achieving sales greatness without cold calling might be a looked-for goal in sales circles - although greatness is hell of a subjective term - but Never Cold Call Again is ultimately contradictory in content, immaterial to enterprise sales and poorly written and constructed.
Setting aside the author's weak command of the English language, including but not limited to poor grammar, redundant and numerous superlatives and misuse of pronouns, what is more germane to the average reader is how Frank Rumbauskas begins with one premise and quickly proceeds to negate it. Firstly though, it is clear that Rumbauskas is better suited and more experienced at low figure sales. Some of his general advice might just be relevant to selling vacuums, low cost service or sub-$1000 telephone systems, but will not travel beyond to larger enterprise sales. One can cite his advice to include one's telephone number and e-mail address in fax-back forms on page 59 as one example. Who is this book aimed at? Furthermore, miscellaneous advice, like pretending to be in a prospect's area (naturally while calling the person on the phone as described on page 63) dressing up as a form of subterfuge or impersonating one's executive assistant (again on page 63 - the author suggests giving this script to a fellow or a telemarketer: "Good morning. I'm an executive assistant with the office of Frank Rumbauskas. I'm pleased to inform you...") is plain wrong and immoral.
It is prose like this, which disparages the sales profession in the eyes of millions.
At its core, the author's assertion that individual cold calls are a waste of time and his advocacy for the concept of leverage are sane. He advocates a variety of marketing activities as a superior alternative to cold calling. These include e-mail newsletter, direct mail, fax blasts (when was the last time you were persuaded to make a large figure purchase based on a fax - the kind of which piles up on any company's fax machine routinely...) and flyering for executive lunches. Aside from snags like how that last technique again hints at the book's readers' target market (what sort of an executive will attend a roundtable in order to take advantage of a free $5 lunch? - page 93: your flyer should say, "ABC restaurant, compliments of us..." or page 92: "the free lunch was key" and more) some of the practices detailed go against the writer's own advice not to engage in one on one marketing. After all, flyers sent to cars or offices are presumably delivered one at a time as described by the author's `cold walk' technique (page 60 - "I'd walk through the door, hand my flyer..." - imagine getting an enterprise sale that way!!). That is the book's main paradox. Moreover, the author's assumption that all prospects and industries deserve a similar approach is plain asinine - which they do not in the context of sales larger than, say, $100.
Rumbauskas' book deserves kudos for focusing on the concept of leverage and time management, challenging conventional thinking and being forthright. His contradictions and less than honest advice lose him a star as does his digression into actual sales techniques and page after page of redundant and repetitious subject matter. Other reviewers have pointed it out, but it bears repeating that the author consistently contradicts himself and (hopefully) does not even realize it.
Ultimately, Never Cold Call Again: Achieve Sales Greatness Without Cold Calling would have been better as a magazine article which was also supported by some empirical supporting data. Yet, and despite that, Rumbauskas is still a good salesperson. Why? I purchased his book despite all that.
107 of 124 people found the following review helpful.
Cold Calling is a waste of time.....
By Mark T. Brody
Cold Calling IS a waste of time. I couldn't agree more. However, so is reading this book. One of the biggest pet peeves I have with books that make such incredible bold statements, are that they ALWAYS try to upsell you. It seems like Frank's whole mission with this book was to get you to read it with a very clever, catchy title, confuse you, then have you sign up for his FREE newsletter! Which, btw, is nothing more than BOMBARDING you with SPAM. And he has the right to bash "sleazy" sales tactics in this book! The upsell is THE king of sleazy sales tactics! Whet the appetite, confuse the reader, then offer VERY pricey alternatives, so you get the REAL answers! Ridiculous. This guy is the epitome of a snake oil salesman.
There is SOME good advice in this book. I'm not going to bash it completely. But most of his ideas are shaky at best and were already outdated by 5 years before this book even came out, and of course, are SEVERELY lacking in proper application. He goes on and on in various chapters about how NOT to do something, then when it comes to doing it right, he offers incredibly vague advice. I'd say 95% of this book is about how NOT to do something, and 5% is about how to do it right. Once again, sleazy and misleading.
I've tried applying some of the tactics in this book, and have received WORSE results than I'd have gotten from cold calling! Perhaps if this sleazeball went more into detail about how to actually apply his principles (rather than bash the heck out of everything else), I might have gotten something of value from this book.
I don't care for the author, nor do I care for this book. This book should have come with a bucket of wipes, to wipe the slime off of it. One last thought: I also feel like a lot of these 5-star reviews on here are planted. Everyone I know who has ever read this book says the same thing as I do. Doesn't surprise me that this slippery man would plant fake reviews. It's right in line with everything else he does.
40 of 46 people found the following review helpful.
lukewarm
By Longmontlady
I read this book sure I'd hate it. I didn't. I don't recommend it, it's a very light read and can be finished in less than 2 hours. (Its in the library) But there are some insights, and the gems in this book have nothing to do with cold calling.
Franks starts with a basic definition of sales as "convincing another that they want or need your product regardless of whether they do or not. That is insulting to a professional salesperson. Then shares his career misadventures with cold calling. He talks about his repeated loss of employment, which points out he doesn't know how to do it correctly. He makes another false assumption that salespeople starts out monthly with zero in the sales funnel.
True salespeople don't start each month with zero in the funnel. True salespeople build trust and relationships with their clients and would never think of shoving unnecessary product on them. True salespeople understand their self promotion efforts might include cold calls, and they should include more.
There are other contradictions. Such as don't cold call yourself but if you hire someone to make your cold calls, its called marketing. OKkkkk. Drop off (cold) brochures in offices and hope they send back a fax reply card. It's all choice of words --a cold call is a cold call.
The parts of the book that are good are his self promotion techniques. And he goes into length about preparation for a sales presentation--researching your client before the call, all solid advice. Info on shift of power are good and bad. I don't believe me, as salesperson takes immediately a subservient role to a buyer--I believe I have information of value. His info on value propositioning is right on too. The law of compensation is also right on.
This really isn't a book about "no cold calls". A cold call is a cold call. It's a book about self promoting yourself to create leads-- which should be part of any good salesperson's toolkit. Rather, if you are having cold call reluctance, I have several books on my website from Amazon I recommend to get yourself additional training. Or, book a sales coach (like me) to help you where you are stuck. Not a life coach, but someone or the right book to give you specific specialized training.
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