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Type of bind: Paperback
Dewey Decimal Number: 658.85
EAN num: 9781932531169
ISBN number: 1932531165
Label: Entrepreneur Press
Manufacturer: Entrepreneur Press
Quantity: 1
Page Count: 176
Printing Date: September 01, 2004
Publishing house: Entrepreneur Press
Sale Popularity Level: 358722
Studio: Entrepreneur Press
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Editor's Notes and Comments:
Product Description:
One of today's most innovative sales trainers reveals how to be a consistent top producer while avoiding the dreaded cold call
It's time to hang up on cold calling, asserts Tony Parinello. The renowned sales trainer introduces proven tools and techniques that make such telephone torture unnecessary, teaching sales professionals how to master a powerful four-step process he calls 'Identify, Contact, Present, Sell' to reel in new clients.
Parinello's approaches will work for anyone who loves to sell but hates the grind of 'smiling and dialing.' Instead, he explains how to:
Identify and contact the very ripest prospects in far less time than via cold calling Rake in much more business from current customers without ever 'pestering' Catapult up the sales chart with presentation and closing skills used by sales superstars
User popularity level:
Rated by buyers 
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Book seems to be a terrible rehash of Never Cold Call Again (Rumbauskas Jr.).All I can say positive about it is "I'm glad I purchased it used".
Rated by buyers -
I am done with Anthony Parinello forever. this the second book that I had bought that he wrote. the very first was the selling to vito. both were terrible. there were bits and peices in both that were somewhat helpful, but there is no follow through on any of the ideas. Overall, these books were a waste of my time to read and were of very little help. I have been in sales my enitre career and have read some really good books over the years. these were not it!
Rated by buyers -
Sorry, this misses the mark altogether. The title of the book promises a way to stop cold calling forever, but chapter 12 is all about how to cold call. While a couple other poor prospecting choices like direct mail,are mentioned, Parinello seems to weasel around the "stop cold calling" issue by telling you to mail something first. Garbage! A call to someone you don't know and who doesn't know you is a cold call even if you've sent them a ream of mail. You want to say mailing them something very first makes it a "warm call", go ahead, just don't plan on it being effective. There is also info about creating buzz, usually not a sales function. He provides an unsolicited email technique that calls for sending the prospect a postcard telling them to look for your email. First, the postcard will likely never see the desk of the addressee, it will find the trash can. Even if the right person sees it, the email he advises you to use starts out with "during the past 7 years, we have worked with 30 organizations....." That's about as far as ANYONE would read that before hitting the delete key.
Salespeople want to stop cold calling because it is painful and highly unproductive and ineffective. Using that pain to sell a book that doesn't deliver what it's title promises is distasteful and borders on unethical.
Rated by buyers 
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As I picked up this book to start reading, the telephone rang. It was a young lady, well she sounded like a young lady, and I like to talk to young ladies. Since they were going to have people in my neighborhood anyway (in my small town, if they're in town at all they're in my neighborhood), why didn't they come by and install a free satellite TV receiver. We chatted and chatted, it was a delightful conversation (at my advanced age I don't get to chat with many young ladies). Then when I asked her if she would give me a free TV set because I didn't have a TV, she didn't want to talk to me any more.
I then went back to the book. Lo and behold, the basic thesis of the book is "don't call prospects at random, only call those who are predisposed to buy from you." If the young lady on the phone had done just a little bit of qualifying - "Do you have a TV?" - she would have saved a lot of her time.
The book is filled with good common sense advice on how to narrow down the suspects into real prospects. It's the good old fashioned basics of how to sell.
If we could give a copy of this book to all the people who call, we could eliminate an awful lot of wasted phone calls.
But then I wouldn't get to talk to the nice lady who wanted to give me a free satellite dish. If I only knew her number I'd call her back and talk to her some more.
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