Rating: 
Summary: Great for the one call close
Review: The author makes no bones about it, this book is for people who can close over the phone on the initial call, or with a callback. This book isn't for someone setting appointments or going on outside appointments. The reviews are dead on. The book has hundreds of tips and strategies for cold calling businesses.
There's no stone left unturned. The authors goal is to get you a deal today! He has several voice mail messages to choose from. I've been using his "curious" voice mail with very good results.
Most books on phone sales is hype and theory, this books has techniques you can apply today. I think it's the best ever written on the 1-3 call short sales cycle. I agree with the rest of the readers, an excellent book.
I hope he does a seminar in my area, I'd like to attend.
Rating:
Summary: Excellent Book, Excellent Seminar
Review: Since the book came out, the author has updated his prospecting method. He now uses a 6 step process to prospect for maximum results. I was lucky too attend one of Catal's seminars in South Florida. I can honestly say, if you sell a product by phone business to business you can close in 1-3 calls, the seminar's a must. The book was great, but the seminar ties it all together. I literally consider the author to be the Guru of the 1-3 call close. No one even comes close. His system is light years above the rest. It's really a system by the people for the people. The author simpy uses the best techiques he's developed, or other peoples ideas. I suggest you hire this guy for your next company spokes person. When you're finished with his seminar, you'll have your own personal training manual. This guy's for real. A bit brutal, but honest and funny. If you're a franchise, I'd pay him 200K a year to go from office to office to train your people. Someone needs to get this guy off the street and working for their organization. A forutne 500 co. would make a killing off him. The author's a little secret gem that hasn't been discovered yet. Buy the book, it will be well worth it.
Rating:
Summary: excellent book
Review: I've been a telesales rep and I've trained and managed more than 100 reps over the years. The book does a great job of combining telesales skills and sales fundamentals.
Rating:
Summary: Make Sales TODAY!
Review: An agressive book on what it takes to make it in phone sales.
I sell advertising for a radio station, and the industry is very competitive. With Joe's methods and the HUNDREDS of phone sales tips and strategies I've learned, I'm writing business on a daily basis. I tossed the "company" script, and started prospecting more agressivly with a shorter script. I'm literally outselling the other 3 reps combined. This is a great book and the author really understands the short cycle sale. Without a doubt, I'll be attending his 1/2 day seminar when it comes around. This is a no nonsense way to sell by phone for maximum profits. If you're selling any type of advertising business to business, you'll want this book. Thank you Joe, you doubled my sales with 30 days.
Rating:
Summary: FANTASTIC!
Review: This book is specifically written for the person who's calling outbound business to business with a product or service they can close in 1-3 calls. This is NOT for people who sell $100,000 dollar items and make two sales a year. The author realizes the difference between the two types of sales. As you know, in the short sale, it's getting in and out of calls quickly, and finding buyers TODAY, not six months from now. We don't get paid unless we write a deal or get money today. The author is not big on building relationships unless the person on the other end has an interest. He feels it's a waste of time to spend 15 minutes on the phone with someone who's not interested in what you have. I've found that to be true. I sell web sites and software programs to companies nationwide. There's 5 reps including myself. While the other reps are schmoozing people and wasting time, I'm finding the buyers. Since using the authors prospecting methods, I've out sold the other 4 reps combined for 3 consecutive months. I shortened our 10 page script to one page of just bullet points to touch on. As you know, management likes to give you pages of scripts to read thinking every single benefit and bit of informantion should be in it. Anyone who gets this book and doesn't like it has not called out bound business to business. This is from a sales rep, to a sales rep, and that's who should be reading this book. I want to thank Joe personally for increasing my income threefold. Good job Joe.
Rating:
Summary: Tested salesmanship methods
Review: A few things struck me about this book.1. It teaches you when to say "No" to suspects. I learned from it to be more discerning with whom I am talking. This book tells you how to determine, in minimum of time, if you are talking to someone who can buy from you (even if the other party won't admit that he's not interested or that he doesn't have the authority to buy). Like they say on Wall Street: "fill or kill". 2. It gives you tips to help you establish your authority early in the call. How to deal with various brushoffs (more or less graciously).... When it's better to be direct, or even blunt... It's not just one style of selling, but rather a mix of hard- and soft-sell techniques that can be adapted to the situation. 3. It gives you specific expressions to use. Short sentences that sound natural and go past the initial indifference and suspicion of people... I'm studying it to learn how to keep the flow of conversation so that it doesn't seem contrived, and how to go from one idea to another in a natural way so that I don't sound like a telemarketer. 4. There's indeed no filler. Just lots of ideas about prospecting, presentation and closing. Some may not apply to your work, but you can extract the priciples. I've read this book two times and I open it almost every day. You must read it - now!
Rating:
Summary: DON'T MISS THIS ONE!
Review: Whew! I don't care if you've been in sales for a week or twenty years. I personally found over 20 great tips and strategies. His "killer voice mail" message got me an appointment with the CEO of a local company I've been trying to reach for a year. He returned MY CALL! I got the appointment and the sale! It doesn't matter if your company advertises or not. This is for the person who's never heard of you and your company, and you're trying to close or set an appointment on the initial call.
This is the best book I've ever read on the subject of phone sales for people with a product or service they can close in 1-3 calls. For the small investment of the book, I made a $1,200 commission from his voice mail message. That's what I call a great return on investment. Wish I could do the same with the stock market!
Rating:
Summary: Tested salesmanship methods
Review: A few things struck me about this book. 1. It teaches you when to say "No" to suspects. I learned from it to be more discerning with whom I am talking. This book tells you how to determine, in minimum of time, if you are talking to someone who can buy from you (even if the other party won't admit that he's not interested or that he doesn't have the authority to buy). Like they say on Wall Street: "fill or kill". 2. It gives you tips to help you establish your authority early in the call. How to deal with various brushoffs (more or less graciously).... When it's better to be direct, or even blunt... It's not just one style of selling, but rather a mix of hard- and soft-sell techniques that can be adapted to the situation. 3. It gives you specific expressions to use. Short sentences that sound natural and go past the initial indifference and suspicion of people... I'm studying it to learn how to keep the flow of conversation so that it doesn't seem contrived, and how to go from one idea to another in a natural way so that I don't sound like a telemarketer. 4. There's indeed no filler. Just lots of ideas about prospecting, presentation and closing. Some may not apply to your work, but you can extract the priciples. I've read this book two times and I open it almost every day. You must read it - now!
Rating:
Summary: All gems... really great. Worth every penny
Review: I've been doing a bunch of jobs, CSR, Techie,
Help Desk, LAN ADMIN, telcom sales, upselling for
existing customers, etc. And, as such, the more
I learn from books, the more I know how valuable
my own personal career experience is, and the more
I guess that there's a lot more to learn and master
in this craft than anyone can imagine. Think about moving from a bicycle speed, to tractor
speed, to car speed, to high performance roadster,
to airplane, to rocket ... this is how a sales star evolves ...all the while, staying within the
bounds of acceptable phone behavior in terms of
honesty, truthfulness, not deceiving, not lying
obviously, and generally, being nice on the phone.
The big difference, is SPH, and getting a lot more
done, in a small period of time. In this regard, Joe Catal's book, SALES FROM THE
TRENCHES is really great. I take it with me all the time to work. In the beginning,
I figured my collegues might take me as an amateur
for needing a book on my desk, while I work...after a while,
and meeting and exceeding all targets imposed on me, as a sales
rep, and mainly because I often have 2 jobs and work 13 hours
a day sometimes, and boredom, I take Joe's book with me to
work ...it really keeps me awake, amused, and I keep trying
out the rebutals, techniques that are new all the time. Most of them work marvelleously...for example, "are you
prepared to DENY your family so-and-so priviledge ?" or
"I've been in the business for a while. When I'm told me
a customer like yourself, that you need to think about, it's
often because of the price. The price is too high, right ? How
much too high ? " etc. etc. etc. All gems... The other comments, about super-stars being a different breed
from other people punching in the clock and behaving like the
GRIM REAPER and often getting rewarded for being among the worst
possible employees in the company, bringing everyone down, even
the top performers, also rings true. I've been in the business,
sales, for under 3 years, and Joe Catal is on the money. I think the GOOD MONEY is not in sales or telemarketing, but
higher in account management and project management, by the way. Thanks Joe! Worth every penny !
Rating:
Summary: This is " Star Search " at its finest .
Review: We get telemarketing sales calls all the time and the first thing they always ask is " How are you doing " . Right away my resistance is at its highest level . How in the world do they have any chance of selling me when my mind is closed ? They always 'product dump ' and never ask any questions to see if there's any possibility of generating interest . Many are arrogant at best . I read Joe Catal's book with some skepticism and oh it's just another sales book but oh man! What a pleasant surprise . I found myself reading and reading and the next thing I know it's 4 in the morning . I wish telemarketers in the country would learn the common sense approach and reasoning this person teaches .If they used and applied the approaches Joe teaches , there probably wouldn't be any no call laws . I will implement his ideas and techniques right away and know it will work . I'm so glad I found this book . I hope whoever is reading this review that you don't get the book because if you do , I have more competition to contend with . Please don't get this book . But get it before your competition does . Just read the first three chapters and the table of contents . Oh oh ! I'm overselling . Just get the book will you ? You'll see what I mean .
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