My Top Ten Bucket List before I Retire from Selling Copiers

Let's see I entered the industry in 1980 via a State Sponsored program to put people to work in the technology industry.  

 

I went to copier training school for a good 12 weeks to learn how to become a copier technician and was paid $3.50 per hour!  

 

In 12 weeks I graduated and was assisted with getting a job at a local copier dealer as a copier technician.  

 

The copier tech thing didn't work out, however I was offered a job to sell copiers.....and I never stopped, never was a slacker and had this thought that I was never really good at anything however I could be great at selling copiers.  Many years later I had this silly notion that I wanted to make my name synonymous with the copier industry as xerox is to a copy.  What a pipe dream eh?

 

Thus now that I'm on the downward trend of my career there are still some things that I'd like to accomplish and maybe somethings that I'd like to see happen before I exit (not saying that's going to happen any time soon).  But here's my list:

 

  • I'd like to have one day of door to door cold calling with out seeing a "no soliciting sign" or dealing with a rude gatekeeper. 
  • I'd like a prospect to tell me this, "we like you, we like your product but we think your price is to low, how about we increase the lease payments by a hundred dollars a month if we sign the deal today"!
  • I'd like to get a lead a day for the next 30 days, with no prospecting involved.
  • I'd like to go an entire year where I've reached my monthly quota by the second week of every month.
  • I'd like to nail my yearly quota by the end of the second quarter every year.
  • I'd like every prospect to call me back after the first message I left for them.
  • It would be awesome to tell at least one cheap, tight ass prospect that I don't want to do business with you.
  • For one week, I'd like to make an appointment with every cold call I made that day.  Heck, I could have a months worth of appointments in one day.
  • I'd like to have one month were all my commission reports were correct in my favor.
  • Last but not least, I'd like to be able to get an order for 100 systems in one order, heck I'd even take 50 but then I'd want a hundred.

Enough said. Actually one more item, when I was let go with the copier tech position the owner of the company asked me a parting question, "let me ask you one question", he reached into his pocket and pull out a c note and stated "which would you rather do, work two days for this $100 dollars or would you rather try to talk me out of it"?  Now I thought to my self that my mamma did not raise a fool and I answered with, "I'd like to try and talk you out of it", with that I was offered the job in sales....hmmmm, maybe this should happen more often on interviews???

 

-=Good Selling=-

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I posted the link in the previous comment:  Here a few of the comments with the link to the amazon page at he bottom of this thread:

 

Unimpressive Book From An Impressive Salesperson,September 24, 2006
By 
AliGhaemi (Toronto, Canada) - See all my reviews
 
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
Achieving sales greatness without cold calling might be a looked-for goal in sales circles - although greatness is hell of a subjective term - but Never Cold Call Again is ultimately contradictory in content, immaterial to enterprise sales and poorly written and constructed.
Setting aside the author's weak command of the English language, including but not limited to poor grammar, redundant and numerous superlatives and misuse of pronouns, what is more germane to the average reader is how Frank Rumbauskas begins with one premise and quickly proceeds to negate it. Firstly though, it is clear that Rumbauskas is better suited and more experienced at low figure sales. Some of his general advice might just be relevant to selling vacuums, low cost service or sub-$1000 telephone systems, but will not travel beyond to larger enterprise sales. One can cite his advice to include one's telephone number and e-mail address in fax-back forms on page 59 as one example. Who is this book aimed at? Furthermore, miscellaneous advice, like pretending to be in a prospect's area (naturally while calling the person on the phone as described on page 63) dressing up as a form of subterfuge or impersonating one's executive assistant (again on page 63 - the author suggests giving this script to a fellow or a telemarketer: "Good morning. I'm an executive assistant with the office of Frank Rumbauskas. I'm pleased to inform you...") is plain wrong and immoral.

It is prose like this, which disparages the sales profession in the eyes of millions.

At its core, the author's assertion that individual cold calls are a waste of time and his advocacy for the concept of leverage are sane. He advocates a variety of marketing activities as a superior alternative to cold calling. These include e-mail newsletter, direct mail, fax blasts (when was the last time you were persuaded to make a large figure purchase based on a fax - the kind of which piles up on any company's fax machine routinely...) and flyering for executive lunches. Aside from snags like how that last technique again hints at the book's readers' target market (what sort of an executive will attend a roundtable in order to take advantage of a free $5 lunch? - page 93: your flyer should say, "ABC restaurant, compliments of us..." or page 92: "the free lunch was key" and more) some of the practices detailed go against the writer's own advice not to engage in one on one marketing. After all, flyers sent to cars or offices are presumably delivered one at a time as described by the author's `cold walk' technique (page 60 - "I'd walk through the door, hand my flyer..." - imagine getting an enterprise sale that way!!). That is the book's main paradox. Moreover, the author's assumption that all prospects and industries deserve a similar approach is plain asinine - which they do not in the context of sales larger than, say, $100.

Rumbauskas' book deserves kudos for focusing on the concept of leverage and time management, challenging conventional thinking and being forthright. His contradictions and less than honest advice lose him a star as does his digression into actual sales techniques and page after page of redundant and repetitious subject matter. Other reviewers have pointed it out, but it bears repeating that the author consistently contradicts himself and (hopefully) does not even realize it.

Ultimately, Never Cold Call Again: Achieve Sales Greatness Without Cold Calling would have been better as a magazine article which was also supported by some empirical supporting data. Yet, and despite that, Rumbauskas is still a good salesperson. Why? I purchased his book despite all that.
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76 of 89 people found the following review helpful
1.0 out of 5 stars Cold Calling is a waste of time....., April 2, 2008
By 
 
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
Cold Calling IS a waste of time. I couldn't agree more. However, so is reading this book. One of the biggest pet peeves I have with books that make such incredible bold statements, are that they ALWAYS try to upsell you. It seems like Frank's whole mission with this book was to get you to read it with a very clever, catchy title, confuse you, then have you sign up for his FREE newsletter! Which, btw, is nothing more than BOMBARDING you with SPAM. And he has the right to bash "sleazy" sales tactics in this book! The upsell is THE king of sleazy sales tactics! Whet the appetite, confuse the reader, then offer VERY pricey alternatives, so you get the REAL answers! Ridiculous. This guy is the epitome of a snake oil salesman.

There is SOME good advice in this book. I'm not going to bash it completely. But most of his ideas are shaky at best and were already outdated by 5 years before this book even came out, and of course, are SEVERELY lacking in proper application. He goes on and on in various chapters about how NOT to do something, then when it comes to doing it right, he offers incredibly vague advice. I'd say 95% of this book is about how NOT to do something, and 5% is about how to do it right. Once again, sleazy and misleading.

I've tried applying some of the tactics in this book, and have received WORSE results than I'd have gotten from cold calling! Perhaps if this sleazeball went more into detail about how to actually apply his principles (rather than bash the heck out of everything else), I might have gotten something of value from this book.

I don't care for the author, nor do I care for this book. This book should have come with a bucket of wipes, to wipe the slime off of it. One last thought: I also feel like a lot of these 5-star reviews on here are planted. Everyone I know who has ever read this book says the same thing as I do. Doesn't surprise me that this slippery man would plant fake reviews. It's right in line with everything else he does.
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28 of 32 people found the following review helpful
1.0 out of 5 stars Great title - little content., July 7, 2010
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
I bought this book because of the title.

I sell for a living and was looking for creative ways in which to connect with potential clients.

The first half of the book went over and over the fact that cold calling does not work - yes I know this, that's the title of the book, it was slow of the mark and didn't get me to sit up and take note.

Finally I got to the ideas for self marketing ...

First idea: write out a mailer promoting yourself and your business - hand deliver this to businesses.... Wooohooo!!!! Why didn't I think of that?

My god, this book has inspired me to write a book.
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20 of 22 people found the following review helpful
1.0 out of 5 stars The author keeps cold calling to sell his never-cold-call technique, May 23, 2010
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
Frank, PLEASE, ask your sales STOP COLD CALLING ME. I am overseas on business a lot. Your COLD-CALL sales keep waking me up mid of night asking me to buy your books or CDs. Everytime I pick up your cold call overseas, it costs me international rate. Can you tell me where I can send the bill?

However, this is something I am impressed by you.
I put your email in spam folder whenever I saw it. But I keep getting your promotional emails showing up in my email box. (It doesn't happen to other spam emal). I can't stop your SPAM EMAIL!
I am impressed!How do you do it?

You claim to teach people how not to cold call. All I see what you do is exactly COLD-CALLING.
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17 of 19 people found the following review helpful
1.0 out of 5 stars Useless Book - My Fault Not Researching The Reviews First,July 5, 2011
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
Useless Book - My Fault Not Researching The Reviews First - my fault for not researching his work more before I purchased - save your money
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54 of 69 people found the following review helpful
5.0 out of 5 stars Best sales book I've ever read, May 31, 2006
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
As a salesperson I always try to improve and have read almost every book out there trying to better my sales. This book is THE best sales book I've read, bar none.

The title is misleading but not in a bad way. It implies that the book will teach you how to generate leads without cold calling, and it does, but that's only one part of this outstanding three-part book. The first part is fantastic eye-opening general sales advice. Alone worth the price. The second part is the nuts & bolts, the step-by-step system of how to drop cold calling and have leads coming to you instead. The third part is all about how to develop, present, and close your proposals, and to be honest it totally blew my mind because the techniques and processes are so amazingly powerful it made me re-think everything I'd been doing up to this point.

I've read some good sales books and plenty of garbage (the publishers seem to crank them out as fast as they can). This is one you don't want to miss - solid, practical advice from a man who obviously walks his talk.
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23 of 28 people found the following review helpful
1.0 out of 5 stars Terrible, January 3, 2007
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
This book has no value whatsoever and is pathetic. I would love to hear from someone actually doing this and making big money unless their product/services literally sell themselves.

This author lends himself to believe that we all have the time and money in the world to "MARKET" our products and services and feed our family and pay our mortgage at the same time and all your selling problems will disappear . BLAH.

Yeah, let's take the dillusional appoach to prospecting and closing.

If you know selling, then , you know Sales Success is a "No Pain, No Gain" Business as most all the sales you've ever made were likely accounts you worked on for a long time.You have to be comfortable with being uncomfortable.

This book and his follow up "I hate selling" reminds me of all the info-mercials that promise success or weight loss without work...WHY? Because this stuff SELLS. We are the suckers that want to believe that if we want to "lose weight" we can just take a pill or for just 5 minutes per day Blah Blah..AARRGGHHH

I've been in the trenches of sales for over twenty five years and live a good life and I LOVE SELLING. You must love selling if you want to become successful, if not, don't do it as you will want to always take the easy approach and starve.

My Question to the author is: How long do you sell before you got frustrated enough to figure it was time to get into the "How-To" business.

And lastly, i notice that the author ATTACKS anyone who gives a luke warm or bad review of his book... Great Job Frank, That'll Sell Them

For some one who is an expert in sales, you really don't take rejection and criticism too well, do you. You would fail in the real (REJECTION) world of selling
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19 of 23 people found the following review helpful
2.0 out of 5 stars A book targetted at the wrong market., August 5, 2006
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
After all the hype surrounding this book, the real thing is disappointing. I think it has the wrong title and is targetted to the wrong audience.

The cover graphic shows a phone cord being cut; however, the book discusses several different cold phone calling methods. One in particular, on page 63, is so bad that if anyone ever called me (or any other Australian) with it, they'd get laughed at. I sincerely hope that Americans would respond the same way, too...

If you're a salesperson locked into making cold calls, and you're looking to this book in hope of salvaging your sales career; don't buy for yourself, buy it for your employer.

If you're a sales manager searching for new ideas, or a business owner with a high turnover of sales people, get it today. The book will reveal the core issues that are negatively impacting on your business.

This book would have been much better if targetted at sales managers and business owners instead of at salespeople. They're the people who need the message; most sensible salespeople already know that cold calling is a business myth perpetuated by peope who never learned another way themselves.

As a book for business owners and sales managers, it's a primer. It needs more content to be a real solution. Buy Mark Joyner's "Irresistable Offer" for some quick and easy keys to the solution.
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10 of 11 people found the following review helpful
1.0 out of 5 stars BIG SCAM - DO NOT PURCHASE THIS PRODUCT,March 5, 2012
By 
 
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
I signed up to get a sample PDF file of this Never cold call again, I received a free PDF download, and a month later a call from debt collector asking for $144.00 for something I did not order. DO NOT TRUST THIS COMPANY. WHAT A RIP OFF
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21 of 26 people found the following review helpful
1.0 out of 5 stars Has this Author really been a Salesperson?, July 8, 2006
By 
S. K. Foster "AvidReader" (Austin, TX United States) - See all my reviews
(REAL NAME)   
 
Amazon Verified Purchase(What's this?)
This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback)
The title of this book leads you to believe it will tell you about a revolutionary sales system that will increase your sales without cold calling. Actually, the author tells you to hire someone to do your cold calling for you and for your employee to act like you are a big shot to get the appointment! Hmmm, just hire someone to do your work for you. Gosh! Why didn't I think of that! He also tells you to have your own website separate from the company you work for and to email your prospects.
 
I have obviously been looking at the Authors own written reviews then Art, but I will take your word for it, that the reviews are horrible. In fact I would like to read some of them, if you can kindly tell me where to look. Like you, I still do a lot of cold calling, and every time I make a sale, I try to visit as many businesses near to the company I have just sold to, as there should be no better referral than a neighbouring business who has just bought from me. It is a habit I have had, for the past 30 years, and I certainly do not intend to stop doing it now.
Cheers mate. MN

the reviews of this book are horrible!!!  I won't even bother with it.

 

http://www.amazon.com/Never-Co...t-reviews/0471786799

 

Originally Posted by Art Post:

I've never read it, do you have a link to it or something you can email me?

Along with I am sure thousands of others, I receive a daily email asking me to sign up for his Never Cold Calling System. I am surprised you don't know of him. He reckons that cold calling is an abject waste of good selling time. In fact he reckons we are all nutters, if we go out cold calling. Here's a link to his site. And please keep me posted on what you think of his "theories" ?

 

https://www.dontcoldcall.com/ordernow.php

 

Regards

 

MN

Hi Art, after 33 years in the business you have caputered what many of us we would like say. But I have 5 years to go so I iwll hold onto your list.

 

Thanks for the great read.

 

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