Cold calling―making contact with complete strangers―is one of the most effective sales techniques available to companies and sales people. It's also the one technique that strikes fear into the hearts of even the most hardened sales veterans. Based on an extremely successful course given to thousands of people, this guide strips bare the art of cold calling to analyze what works and what doesn't. The secret to success lies in the preparation and approach, and introducing some subtle, manipulative psychology into the conversation ensures that even the most timid caller will feel like a pro in no time. Bob Etherington has worked in senior positions for Rank Xerox, Grand Metropolitan, Reuters, and he currently runs SpokenWord, a company which works with individuals and companies in sales and training for presentations. Used Book in Good Condition