Rating: 
Summary: You wanted it, you got it.
Review: In this book, the author makes no bones about it. You're going to work to make a sale and get money TODAY! The guy know's his stuff. In our line of work, if you don't write business on a daily basis, you're out of a job. He cuts through the cutsy stuff and gets right to the point. Are we doing business today Mr. Prospect? He teaches you to get in and out of calls quickly to find the buyers and the real players. Why spend 15 minutes on the phone with someone who's not interested? He's right. If you're making 100 plus cold calls a day, and can close on the initial call or a follow up, you hit the lotto with this book.
I believe it's the only book ever written on the subject of the one call close. By the way, the author is very sarcastic, and really likes to hammer middle management and business owners.
Good book, thank you Joe.
Rating:
Summary: The Reviews say it all
Review: If you sell business to business with a product or service you can close in 1-3 calls, you'd have to be nuts not to like this book. This is the book we needed. It puts every weapon at your disposal. One thing for sure, the author's not into chasing people. Are you buying or not? That's all he wants to know. If so, great, we'll talk. If not, good bye. I had a ton of callbacks, and after reading his section on callbacks, I contacted every customer I've been holding on to in the hopes they'll buy some day. Yeah right. That games over! I want a sale TODAY! Good book Mr. Catal.
Rating:
Summary: Solid Techniques for the short sale
Review: it's obvious that the author has one thing in mind, get the money TODAY! For those of us who make a couple of hundred calls a day,and write buiness on a daily basis, you'll like this book.
The 1-3 call close is very different from long sales cycles. This is an honest book with very solid selling methods. it's clear it was written by a guy in the trenches. not filled with glamour and glitter, just how to techniques, and hundreds of them. a bit street, a bit professional. it's a fun read. well worth the investment.
Rating:
Summary: Excellent for the one call close
Review: I sell cleaning supplies and lighting to businesses nationwide.
I normally make 200 cold calls a day. The author knows his stuff. When you do all your business by phone and have to close on one call or a follow up call, you have to be agressive.
Joe's book is agressive, but in a logical way. For example, when people ask me to send info, I say: What specifically would you like to see? If they say the pricing, I go over the pricing with them again and ask them if there's anyting else I can answer for them. If they say no, I say: Jim, the info I send you isn't going to have anything different in it that we haven't alreay spoke about.Since you know everything there is to know about this, lets go ahead with this. As soon as I finish taking your order I'll fax you everything you need to know about us. I see your address as 123 main street, is that where you'd like us to ship it to? What's so agressive about that? It's answering his objection and assuming the order. That's what this entire book is about. This is not for appointment setters or people who go on face to face presentaions. It's for the 1-3 call close. If that's what you sell, buy the book, if not, get another.
And by the way, his callback script is a knock out. Without a doubt, when you call back, you'll either right the order or move on. You won't be chasing people, those days are over.
Rating:
Summary: Telesales Tips From the Trenches
Review: Wow. A must have for sales pros at any level. Joe makes point after point. Point blank. There are no wasted words. There is no filler. Only meat. This book, when applied, could make anyone a succesful sales person. I strongly recommend this book to ALL small business owners, entrepreneurs, sales managers and trainers, and of course, salespeople. Joe's book covers it all, and has all the answers. This is one of those books you keep for an entire career and always go back to for reference.
Rating:
Summary: We'll Done
Review: I sell web sites to business owners nation wide. This book was perfect for what I sell. The book is strictly written for the
1-3 call close. This isn't about making 20 calls a week and going on face to face presenations to sell high ticket items. Its' for the person who has to make 100-200 cold calls a day, and can make the sale on the initial call, or within a few weeks. If you fit the perameters I mentioned, this book will increase your sales, it has mine.
I noticed a few reviewers didn't like the book, but that's because it's not for their type of sale.
Rating:
Summary: Excellent For The Short Sale
Review: This book targets the person who can close a sale in 1-3 calls.
It's not for the rep who makes 50 calls a week and goes on outside appointments. That's an entirely different approach, and this type of selling would not work for you. If you make 100+ cold calls a day and can close your product either on the inital call or within a couple of weeks, this book will be perfect for you. Brokers, People who sell advertising, web sites, radio commercials would benefit from a book like this.
It's definetly geared for the short cycle close. If that's whay your situation is, buy the book, it won't dissapoint.
Rating:
Summary: INVESTMENT BROKERS WANT THIS!
Review: I've been selling securities and other type of investment products for almost 10 years. This is a must read for anyone in the industry. Catal's prospecting methods, and finding the real players is outstanding. He covers every aspect of the cold call.
I also attended his 1/2 day seminar in Miami, and my sales increased dramatically. This guy's the Guru of the 1-3 call close. This book is for you! buy it. The real deal from a guy who pounds the phone just like us.
Rating: 
Summary: 5 stars? A more jaded review.....
Review: I was prompted to purchase Joe's book after reading the high praises the book received from past readers. Alas, after reading it, I became clear that, to paraphrase a well known saying, '50+ 5-star reviewers actually CAN be wrong'. But first, my bias. I am involved in an inside sales position where what I call a "sale" is a just cold called prospect saying "OK, I will sit down and meet with your field sales representative". So what my clients "buy" is not a actual product or service, but rather they 'buy into' the AOK to start business discussions. So call this 'soft', 'consultative', 'strategic' selling...whatever, 40+ hours a week I am on the phone talking to people whom I have never met about businesss issues that may or may not be relevant to them. Keeping this in mind, if I were to try many of Joe's recommendations in my daily discussions with business clients they meet with as much welcomed receptivity as a loud fart in church. Joe's sales vision and ideas simply would NOT work in my sales world. If you are a sales person making a living on your ability to entice a business person whom you have never met to discuss big money solutions/products/services/etc., this book will NOT do you any favors. But, if you sell a service/product that can be purchased in a one time shot over the phone then definitely give the book a try. I have read a number of telesales books in the past and this book definitely gives more solid tricks of the trade, tactics you can use immediately, than most books I have read. Just make sure that what you are selling can be sold in a single call (or at least within a week and without an actual presentation). Happy hunting!
Rating:
Summary: SENSATIONAL!
Review: I sell life insurance and employee benefit programs to business owners nationwide. Ive been doing it for 10 years and thought I knew everything there was to know about cold calling. Was I wrong! This guys techniques and strategies are incredible. In one week using his prospecting methods, I picked up 17 qualified prospects! Before that, I was getting maybe 2-3 a week.
Cold calling is very systematic I learned. If were just a numbers game, then why aren't we all making the same amount of money? great book, buy it.
PS. It's not for the squeamish, you're either a top producer in your industry, or not. It's really that simple.
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