Keith Rosen knows how those of us who fear cold calling feel.  Rosen's book The Complete Idiot's Guide To Cold Calling is chock full of hand holding, down to earth good advice on how to get past that fear...how to make cold call prospecting a way of life than runs on autopilot.  This reviewer was hooked at chapter one when I began learning about the inner game of prospecting...preparing for the game...strapping myself in for the ride and learning how to be successful. 

Readers will learn the mantra "Get comfortable with being uncomfortable" as Rosen leads "students" to the secrets of cold calling success.   Mind set, positive attitude, excitement are part of the path to thinking like a top producer.   Rosen shares "Make the selling process about the prospect and the value you can deliver rather than what you can gain if you sell." 

Complete Idiot's Guide to Cold Calling offers information on pre-call planning that includes ideas on changing a workspace from chaotic and cluttered to creative and manageable, which then allows the user to follow a prospecing and action plan. 

Many sales people have difficulty with "gate keepers" and getting calls returned.  Voice mail is a part of making connections in this century and Rosen's book offers ideas for crafting unique voice mail messages and, most importantly, for getting your calls returned.

"Whether you are calling on new or existing prospect, prospects that have a longer buying cycle, or clients that you want to generate repeat business from, how diligent you are at following through can be the deciding factor that will make or break your sale."   Keith Rosen's book helps with the follow-up process.  The reader will learn about the lifetime value of clients and how to determine if time is being invested wisely. 

This book could turn into a salesperson's favorite handbook of rules for success.  From networking to referrals the information is here.  Keith Rosen has given the sales world a great primer for career success.