Rating: 
Summary: This book is a keeper.
Review: These principles work.This book is a great resource tool chock-full of essential methodologies for cultivating leads, making contacts and maximizing sales techniques. Principles are explicitly described and put into practice via real-world exercises that illustrate key techniques. The reader is provided effective tips for breaking down the most common barriers to reaching prospects. The information is useful for novices and seasoned pros alike. The book is concise, easy to read, accessible. It's effective as both a quick reference guide and an in-depth resource. Besides the obvious value to sales people, the book's eye-opening insights will prove useful to business entrepreneurs - presenting practical procedural guidelines for increasing business opportunities and gaining an edge, essential in today's business climate. Besides sales and business applications, the principles apply equally well to enhancing everyday encounters and interactions. This book is a keeper.
Rating:
Summary: Conquering Cold-Calling Fear
Review: This book is a goldmine of sound advice and practical ideas for anyone whose job is to sell. It is packed with nuggets of information that demystify using the telephone and show salespeople how to succeed by using commonsense approaches and specific easy-to-follow strategies. Don Surath's witty style makes the book easy and fun to read, but more importantly, his proven techniques can turn salespeople into superstars. As the president of a homebuilding company, Conquering Cold-Calling Fear is now required reading for all my sales staff.
Rating:
Summary: Clever, Clear, Concise, Constructive!
Review: This book is written in a clear, concise, and clever style, full of constructive advice. It's a must--not only for sales professionals but also for job seekers and self-employed consultants. I fall into the latter category, and while I found the info on cold-calling techniques extremely pertinent and accurate, it was the guidance through the labyrinth of voicemail hell that really rang my bells. I'm old enough to remember a time when real people actually answered the telephone, and *before* reading Mr. Surath's book, I found it challenging to find (let alone reach) those crucial decision makers in marketing and procurement departments. Not so today, thanks to this gem.
Rating:
Summary: Clever, Clear, Concise, Constructive!
Review: This book is written in a clear, concise, and clever style, full of constructive advice. It's a must--not only for sales professionals but also for job seekers and self-employed consultants. I fall into the latter category, and while I found the info on cold-calling techniques extremely pertinent and accurate, it was the guidance through the labyrinth of voicemail hell that really rang my bells. I'm old enough to remember a time when real people actually answered the telephone, and *before* reading Mr. Surath's book, I found it challenging to find (let alone reach) those crucial decision makers in marketing and procurement departments. Not so today, thanks to this gem.
Rating:
Summary: Finally--a book that helps!!
Review: This book rocks!! It's a friendly, straightforward, super-helpful guide with start-to-finish suggestions for anyone who needs to generate new business. I've read other sales training books, bought tapes, been to seminars--but with all other sales materials I've had to take what I liked and leave the rest. This is the first material I've come across that takes me from start to finish with logical, immediately applicable, straightforward advice. Just what I've been looking for! Don's friendly, easygoing style and humor make it a great read. This is the first time in my sales career I feel confident about the approach I am taking--thank you Don Surath!
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