Cold calling is a wretched way to earn a living. You spend valuable time wading through cold prospects in the hope that one will buy what you’re selling. These busy people have more to worry about than your products. On a cold call, your status with them goes from nothing (they didn’t know you before you called) to less than nothing (now they dislike you). They want you out of their offices. You try desperately to maintain a shaky toehold long enough to make your pitch. What did the sales manual say you should do in this situation? Maybe you’ll turn things around and make the sale; most of the time you won’t. Thankfully, there is a better way to sell: self-marketing. Frank J. Rumbauskas Jr. spells out how to showcase yourself as an expert in your field, so that prospects call you and you just take their orders. Even though some of the book’s suggestions seem impractical or costly (and the title seems unnecessarily uncouth), the author’s ideas sure beat cold calling, elevator pitches and other pushy rigmarole. getAbstract gladly recommends this upbeat sales manual.
In this summary, you will learn
- Why traditional sales techniques such as cold calling don’t work;
- Why self-marketing does;
- How to make the best possible impression during sales calls; and
- How to use public relations and other self-marketing techniques to enhance your professional stature and increase sales.
About the Author
Frank J. Rumbauskas Jr. is an author, sales coach and marketing consultant.