No More Cold Calling
The Breakthrough System That Will Leave Your Competition in the Dust
Chapter One
Catch the Referral Spirit
Selling is the best job in the world. We can solve problems for our
clients, be instrumental in helping them grow their businesses,
engage in robust discussions, expand their thinking, and build
amazing relationships. No other job gives us the opportunity to
truly connect with others and to plug into the pulse of the economy
from anywhere in the world.
Referral selling is the best way to create these vibrant
relationships. "Hold the phone!" you might say. "There are lots of
things I do that can bring me new customers." Really? Like attending
trade shows, sending direct mail, and cold calling? Most sales
professionals will tell you that trade-show leads are next to
useless, and direct mail has an average 3 percent return. Cold
calling has a 2 percent return for your time. In addition, you
usually don't reach the right people, and your sales cycle drags on
for so long that in far too many instances, your contacts will have
moved to new jobs b ... read full excerpt from No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust ebook
