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Publisher's Summary

Best-selling author and people-productivity expert Rebecca L. Morgan is a certified speaking professional and managing partner of the Morgan Seminar Group in San Jose, California. Morgan works with organizations that want their people to work smarter, and with individuals who want to get more done. She has lectured to the executives, managers, salespeople, customer service reps, individual contributors, and support staff of some of the country's best organizations on topics such as time management, communication, and customer service. She helps businesses design lasting solutions. Defrosting Telephone Cold Calls breaks through the ice of "cold calls" and discusses tricky business questions such as: How do you get through the telephone "guards" - the receptionist? How do you overcome call reluctance? How can you qualify the call to see if your product/service and the prospect are a good fit?
©1993 Morgan Seminar Group
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Critic Reviews

"This superb [program] provides invaluable pointers on significant details that are often overlooked by cold-callers. You'll find this...a worthwhile addition to your...library." ( James Crawford, Personal Selling Power)
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Customer Reviews

Most Helpful

By ollie_loves_beer on 03-31-12

Honestly, don't bother.

I work in sales, and I do a lot of cold calling. I am also always keen to improve so I get through a lot of sales books. This is by far the worst one that I've found yet. Egg sucking 101 doesn't even begin to describe it. I couldn't think of anyone who would benefit from reading this, not even on their first day.

Also having read a decent number of competing sales books I noticed that several of the techniques espoused by the author have been identified as "mistakes" by other authors. Rebecca Morgan's style could be described as over simplistic, out dated, and only effective when making assumptions which are not in my experience realistic. There are in my opinion much better sales books out there, and authors who seem to point blank disagree with Rebecca Morgan, and I believe they make a much better case for their position. I much preferred Mike Le Put.

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