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| 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. |
| Preface PART ONE A New Way of Selling 1 Times Have Changed:Welcome to the Information Age A Background on Selling in the New Economy 2 Why Selling Is Out and Self-Marketing Is In Selling in Today’s World Why Cold Calling Doesn’t Work Anymore Buying versus Selling Selling Is Selling Selling Is Stupid 3 Old Answers Are Wrong Answers 4 Think Like a Business Owner Know What’s Important to Prospects Profit Justification Avoid Empty Rapport Building What Are Your Goals? 5 A Shift in Power Attaining Unstoppable Confidence Overcoming Limiting Beliefs Reframing Limiting Beliefs What’s Your Secret Excuse? Your Prospects and Customers Need You! 6 The Power of Leverage and the Advantage of Systems Leverage Is Massive Power The Advantage of Systems and a System of Systems PART TWO Your Self-Marketing System for Lead Generation 7 Self-Marketing Basics What Is Self-Marketing? Creating Your Message What You Must Communicate to Prospects 8 A Twist on Cold Calling Cold Calls Are a Fleeting Moment in Time Creating Your Marketing Piece Getting Your Message Out Employ Leverage Make It Automatic 9 Powerful Phone Techniques That Work! The Image of Supreme Power 10 Why E-Mail Beats the Phone E-Mails versus Phone Calls Making Initial Contact via E-Mail Following Up via E-Mail Employ Leverage Using Autoresponder Systems Video E-Mail for High Response Rates 11 Traditional Direct Mail That Works Condensing Your Sales Message Formats That Get Responses Get Your Letters Opened Following Up on Your Mailer Employ Leverage Automated, Inexpensive Direct Mail 12 The World Wide Prospecting Web Why You Need a Personal Web Site Use Your Web Address Everywhere Building a Site Quickly and Inexpensively Driving Traffic to Your Site The Web Is the Ultimate Form of Leverage 13 Keeping in Touch, Automatically The Importance of Ongoing Contact Advantages of a Free Newsletter How a Free Newsletter Builds Momentum through Leverage If It Doesn’t Help Them, They Won’t Read It Building Your Newsletter List Even More Leverage through Autoresponders 14 Weblogs What Is a “Blog”? How a Blog Attracts Qualified Prospects Setting Up Your Blog Driving Traffic to Your Blog The Goal of Driving Traffic to Your Blog 15 Gain Prospects’ Trust through Free Seminars Become the Authorized Expert Keep It Simple and Manageable Getting People to Attend Conducting Your Free Seminar Convert Attendees to Customers 16 Easily Obtain Free Publicity Reporters Cold Call, Too! Why the Media Needs You Making the Initial Contact Use Leverage to Get More Publicity 17 Be a Real Consultative Salesperson Be a True Consultant, Not Another Sales Rep Compensation Applying the Law of Compensation 18 Real Networking That Really Works The Holy Grail of Sales That’s So Hard to Find Offer Real Incentives Keeping Your Network Updated and Motivated PART THREE You Have the Leads—Now Get the Sales About the Author Index |
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