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"DO or DO NOT, there is no try." - YODA
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Believe me, this is a very reliable indicator of how intuitive Hot to Make Hot Cold Calls can be to a typical sales person today. Some of the behavioural changes from the team were immediate and permanent. Even more exciting was how my salespeople could overlay Steven's techniques during their face-to-face sales appointments. I strongly recommend the use of this book, the website, and the audio program.
When I was referred to Schwartz's book, I was concerned that I'd be cluttering my bookshelf with another facile, indulgent self-help guide from a slick motivational speaker with limited business experience and a juvenile sense of humor.
This book is different. Unlike other books of this type, Schwartz uses an engaging combination of anecdotes, real-life business examples and highly effective exercises to convey his concepts. He speaks to the reader in plain language and provides many opportunities to reinforce the skills being taught.
Schwartz's ideas are simple, infectious and have resulted in my being much more effective and at ease in reaching my clients and managing my relationships with them. This book would be invaluable to anyone who is in consultative sales, marketing or professional services.
I heartily recommend this book to anyone who, like me, was intimidated by the prospect of calling new business contacts. Without meaning to sound hyperbolic, this could be the best investment you'll ever make in a skill you'll use for the rest of your working life.
When I was referred to Schwartz's book, I was concerned that I'd be cluttering my bookshelf with another facile, indulgent self-help guide from a slick motivational speaker with limited business experience and a juvenile sense of humor.
This book is different. Unlike other books of this type, Schwartz uses an engaging combination of anecdotes, real-life business examples and highly effective exercises to convey his concepts. He speaks to the reader in plain language and provides many opportunities to reinforce the skills being taught.
Schwartz's ideas are simple, infectious and have resulted in my being much more effective and at ease in reaching my clients and managing my relationships with them. This book would be invaluable to anyone who is in consultative sales, marketing or professional services.
I heartily recommend this book to anyone who, like me, was intimidated by the prospect of calling new business contacts. Without meaning to sound hyperbolic, this could be the best investment you'll ever make in a skill you'll use for the rest of your working life.
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Schwartz's approach is smart and easy to follow. He breaks down the challenge by teaching us how to face and overcome our fears, efficiently organize our call lists, and script our calls for delivery with passion and conviction. He even shows us how to analyse our results for continuous improvement.
There are lots of clever tips and useful examples. The book can be read in an evening and put into good use the next day. A "must" read for everyone who wants to move their "cold" calls into a warm, welcoming world of unlimited opportunities.
When I was referred to Schwartz's book, I was concerned that I'd be cluttering my bookshelf with another facile, indulgent self-help guide from a slick motivational speaker with limited business experience and a juvenile sense of humor.
This book is different. Unlike other books of this type, Schwartz uses an engaging combination of anecdotes, real-life business examples and highly effective exercises to convey his concepts. He speaks to the reader in plain language and provides many opportunities to reinforce the skills being taught.
Schwartz's ideas are simple, infectious and have resulted in my being much more effective and at ease in reaching my clients and managing my relationships with them. This book would be invaluable to anyone who is in consultative sales, marketing or professional services.
I heartily recommend this book to anyone who, like me, was intimidated by the prospect of calling new business contacts. Without meaning to sound hyperbolic, this could be the best investment you'll ever make in a skill you'll use for the rest of your working life.
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However, older students dislike it, because it was too fictional. We felt it didn't explain these concepts well enough for us. Overall, we wouldn't recommend it for grades higher than fourth grade.
I love Kellogg's illustrating! I would just love to jump right into the pages and be a part of all the action. His characters are drawn with such unique faces. And each page is filled with numerous details and endless nooks and cranies. Each page begs to be explored over and over.
If you have never enjoyed a book illustrated by Steven Kellogg now is the time!
The writing in this particular book is also very well done. The little facts about the number 1 million are really interesting. For instance it would take a fish bowl the size of a city harbor to hold a million goldfish!
This book really helps kids and adults understand a very abstract concept. How many of us really have a good grasp on how much a million really is? This book definitely puts it in perspective!
Read it once and you'll have to read it again and again!