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Summary: Conquering Cold Calling Fear
Review: "Conquering Cold Calling Fear" is the perfect source for learning how to reach decision makers. Don breaks down the steps needed to reach the sources of employment in a fun staight forward manner. I work at a high tech firm and see highly skilled people losing jobs with no idea how to start looking for something new. I have recommended Don's book to these folks with great success. I especially like the cancellation turtle and coffee cake call chapters.
Rating:
Summary: Conquering Cold Calling Fear
Review: Conquering Cold Calling Fear is exactly what happened after reading the first few chapters of Don Surath's how to do it in a fun way book. Don writes in an easy to read, fun style that encourages people to try his system. I tried it right away with amazing success. I feel so much more confident in talking to anybody now. I especially liked the elevator pitch and coffee cake call chapters. Read it if you ever have the need to contact decision makers.
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Summary: With useful advice for more than just salespeople
Review: Conquering Cold-Calling Fear: Before And After The Sale by record-setting sales professional and sales trainer Don Surath is a proactive, go-getter manual for written specifically for professional salespeople, and which offers a wealth of shortcuts; tips, tricks, techniques; practical advice; experience-based observations; and more -- all designed to improve the cold-call (unannounced) salesman's pitch, the use body language to the salesman's benefit, close a deal solidly; and cultivate repeat business. A first-rate primer with useful advice for more than just salespeople, such as job seekers, public speakers, entrepreneurs, and others who could well benefit from the tactics and strategies laid out in the pages of Don Surath's Conquering Cold-Calling Fear.
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Summary: Overrated
Review: Garbage. Often these sales advice books hide thier inanity under writerly flourish. Forget about that--we're talking about sales here, not freshman english. The only book that anyone looking to double, triple thier sales commissions should read is RJ Shook's "Successful Telephone Selling in the 90's." Everything else is ostentatious, ineffective sales rhetoric, including this junk....
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Summary: A "must read" for salespeople
Review: I just finished reading "Conquering Cold-Calling Fear" by Don Surath. This is a great book filled with usable, real world sales strategies that really work. I have been a sales trainer for years, and this book gave me a number of new ideas to use. It is good for anyone in sales, but particularly useful to anyone selling advertising or marketing.
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Summary: Not too helpfull... unless you're in advertising
Review: I picked up the book to look for some proven techniques on "cold calling" like the cover states. Unfortunately, less than 20% of the book deals with "cold calling". The author geared this book to their experience in the advertising industry.There were some very basic ideas that were helpful, but the book just didn't live up to its title "Cold Calling". The book breezes quickly through cold calling, into the first meetings, advertising proposals, creating a commercial, running the commercial, etc. Unless you're in advertising and interested in the author's expertise in this field, I would recommend trying a different book. I would also recommend that the author re-title this book more appropriately.
Rating: 
Summary: A Positive Read
Review: I recently attended Don's class at the learning annex, which is based on the first couple of chapters of the book and found it very useful in conducting my sales business. Besides being an accomplished marketing and sales person Don is also a great speaker and has many years of experience IN the field. I look forward to finishing the book and applying the techniques he has developed over many years.
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Summary: Getting Through the Interview
Review: I recently sent my resume out to a local television station for an Account Representative position. I have years of sales experience but not in the industry and not cold calling. When I got a response back and was heading into my first interview a friend gave me Don's book. I read the book the weekend before my Monday morning interview and it really changed my state-of-mind going in. What the book gave me was the confidence and the knowledge to get the job. Although I haven't yet, I'm still sailing through the interviewing process. I know I owe getting through the first interview to the book. Thanks Don and I look forward to putting it to more use when I finally start my new job!
Rating:
Summary: Getting Through the Interview
Review: I recently sent my resume out to a local television station for an Account Representative position. I have years of sales experience but not in the industry and not cold calling. When I got a response back and was heading into my first interview a friend gave me Don's book. I read the book the weekend before my Monday morning interview and it really changed my state-of-mind going in. What the book gave me was the confidence and the knowledge to get the job. Although I haven't yet, I'm still sailing through the interviewing process. I know I owe getting through the first interview to the book. Thanks Don and I look forward to putting it to more use when I finally start my new job!
Rating:
Summary: Surath's Book is Good Stuff
Review: Loved Don's book. Not only are his insights, advice and exercises clearly the result of trial and error over a long and successful career, but the information is highly useful for those of us not engaged in sales positions. Don's ability to write directly to his reader in a warm, approachable but seasoned voice made reading his book pure pleasure. His humor (often winningly self-deprecating) enhances the experience. When's the last time you read a motivational or business book you could call a page-turner? Highly recommend this book for anyone seeking a more confident, effective approach to winning, whether in sales, presentations, interviews or elsewhere.
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