Contrary to Popular Belief-Cold Calling DOES Work!

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These comprehensive, easy-to-understand, easy-to-follow guides to successful appointment setting are written by Barry Caponi, one of America's foremost thought leaders on all aspects of the subject. They are based on his ColdCalling101™ approach to appointment making which is the only comprehensive methodology available that addresses the Art and the Science (effectiveness and efficiency) simultaneously. Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing this comprehensive approach. These two volumes will help you master all of the challenges to setting appointments-regardless of whether you are calling warm or cold targets-once and for all.

Click here to read the Introduction...

Volume I: Effectiveness, The Art of Appointment Making

DO YOU DO THE FOLLOWING WHEN ATTEMPTING TO SET APPOINTMENTS?

• Ask, "How are you today?" or, "Do you have time to talk?" to begin a call
• Continually modify your value proposition thinking that the perfect one will stop the no's
• Never leave voice mails because you think they're a waste of time
• Use tricks to get gatekeepers to put you through
• Believe the target is being truthful when they tell you why they don't want to meet
• Attempt to counter their first conditioned knee jerk response with logic

After reading this book, you'll discover that these common mistakes, plus many others, are hurting your effectiveness, causing you to work harder and make less money. You'll also know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time.

Additionally, you'll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. You'll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Let's face it: Even referrals say no, they're just nicer about it. When you understand this, you'll discover why all sales professionals should have the skills, tools and processes to be both effective and efficient at this critical responsibility.

For a peak at a list of topics covered, click here...

Volume II: Efficiency, The Science of Appointment Making

DO YOU STRUGGLE WITH THE FOLLOWING WHEN ATTEMPTING TO SET APPOINTMENTS?

• Finding the time to make the calls
• Figuring out how many calls are necessary to hit your goals
• Staying organized once you've got more than a few pursuits going simultaneously
• Making your territory and targets warmer over time
• Incorporating social media concepts and Sales 2.0 methods into your process
• Making your CRM or other automation work for you instead of against you

In Volume I, we addressed the concept of effectiveness as why would one want to make any more appointment-setting calls than necessary. In this book, you'll discover that the common challenges listed above, plus many others, are hurting your efficiency, causing you to work longer hours and make less money. After reading this book, you'll know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time.

Additionally, you'll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. You'll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Let's face it: Even referrals say no, they're just nicer about it. When you understand this, you'll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility.

For a peak at a list of topics covered, click here...