Cold Calling for Cowards - How to Turn the Fear of Rejection Into Opportunities, Sales, and Money
Written by veteran salesman and salesperson-trainer Jerry Hocutt, Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money is a solid guide for sellers of all skill and experience levels to the art of the cold call.  Chapters address the myriad types of handshakes and what kind of body language they convey, how to overcome one s reluctance to cold call, the  Fonz technique  to deal with rejection, how to escape the trap of voice mail, the  Skeletons in the Closet  technique to get one s calls returned, how to determine the personality of the one you re selling to, and much more.   If you re doing a cold call, especially to a large company, don t try and get through to the CEO.  They don t take calls like this.  That s why they hire gatekeepers.  My friend said that when you call, ask to speak with the executive assistant to the CEO or president.  They re required to take calls.   Highly recommended for anyone serious about sales. --The Midwest Book ReviewCold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money, by Jerry Hocutt.  Salesman with more than thirty years of experience gives tips on handshakes, leaving voicemails, the best questions to ask on a first call, and remembering names. --ForeWord MagazineHighly recommended.  Jerry Hocutt has a proven track record in sales and is the authority on the subject of cold calling.  This is a book of substance - not hype.  Everything Jerry talks about has been used successfully by thousands of his Cold Calling for Cowards students. --Roger Dawson, author of Secrets of Power Negotiating