Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy

I am sure George Walther has built a solid career for himself positioning himself as a phone sales guru, and he deserves every bit of success. Phone sales are not a fun part of sales process but a critical component just the same. Therefore, by association, "Heat Up Your Cold Calls" is not a fun book to read, but it is an important reminder of how important the "cold call" is to your business and future sales.

Most of what Mr. Walther talks about has been discussed at any organization who values training their sales force. However, the information is a great reminder and a way to get grounded again on the fundamentals. In fact some of the information transcends phone calls and should be used with every sales call (on the phone or in person). There is not much ground breaking information and I am sure Mr. Walther can regurgitate most of this information in his sleep (and believe me it can induce sleep as well), but it does cover all the basis a sales person needs to be aware of when generating prospects for his future pipeline. I found the section on "Open Door, Insert Foot" when he talks about language and attitude particularly useful.

"Heat Up Your Cold Calls" is an important book that needs to be at least skimmed over by most sales professionals even if "cold calling" is not the most glamorous or exciting part of the sales process.

Heat up your cold calls, still wants warm calls, meaning you must have some connection to the potential client. I did get some ideas out of the book. If you are like me, calling people you do not know, he does not have a lot of suggestions, other than, just don't make cold calls. But wasn't that the title,in the first place.

If you are looking for a book that would help you increase your knowledge in making calls, I highly recommended it. This is one book that I would use over and over. Filled with great ideas that other authors have not covered. This author knows his stuff. This book will be a source for your sales profit.
Recommended highly. One of the best book on cold call and selling techniques. Get it today!

I purchased this book at a primer for my sales team but also find value in it for myself. It reminds and reinforces good habits and demonstrates new perspectives to enhance the process of getting appointments and commencing a relationship. The book is of value to new as well as experienced sales people. It is easy to read without being considered elementary. Any sales pro can easily identify with the topics and techniques this book presents. In the vast array of sales skills books I find this one of the best and most efficient in delivering value for the working professional.

I have always hated doing cold calls but I know the importance of doing them. Reading this book has really given me an entirely new outlook on making calls. It teaches you ways to preheat your calls so that they are not cold and miserable. I was really motivated to come in to the office this week to start making lots of calls and growing the sales!!