Wise Me Up to Cold Calling

How to Own Cold Calling Success!

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Pub Date 28 Nov 2018 | Archive Date 10 Jan 2019

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Description

This book helps sales people to identify what makes cold calling such a challenge and how to overcome the fears of making such calls. It shares the author’s experience in receiving, making and coaching people through those first stages in the sales process. With real life stories and humour, the book explores natural human reactions to help the reader understand why people react to cold calls in the way that they do and how the cold callers’ behaviour gives rise to any barriers they may be faced with. The reader is motivated to analyse their own behaviour and identify how they can achieve greater results in telephone lead generation.

Its unique style and structure takes readers on a journey through the cold calling process using doors and locks as metaphors to the process. The doors represent the overt challenge presented at that stage in the sale and the lock is the psychological fear that the cold callers have but can sometimes be oblivious to. It is this fear that has to be identified and overcome before the challenge at the door can even be reached. There are three doors and three locks, each one representing a stage in the process of cold calling and along the way, the reader is given thought provoking self-analysing questions and tips on how to be great!

This book helps sales people to identify what makes cold calling such a challenge and how to overcome the fears of making such calls. It shares the author’s experience in receiving, making and...


A Note From the Publisher

Shea Heer lives in Gloucester and has over twenty years of direct sales and sales training experience. She is CIPD (Chartered Institute of Personnel Development) qualified in training practice, a fellow of the ISMM (Institute of Sales Management) and a certified business practitioner. Shea worked to manage sales training in businesses such as Telewest (Virgin Media), The Caudwell Group and B&Q, before starting her ‘Wise Me Up’ business in 2008. Through her business she has worked with international giants such as Eaton, Emerson, Thorn and Jewson amongst others, and she is now growing a successful YouTube channel and runs her own bed and breakfast business on the side.

Shea Heer lives in Gloucester and has over twenty years of direct sales and sales training experience. She is CIPD (Chartered Institute of Personnel Development) qualified in training practice, a...


Available Editions

EDITION Ebook
ISBN 9781912881420
PRICE £2.99 (GBP)

Average rating from 5 members


Featured Reviews

I am currently working on a small project on sales, the first ever I did and I am shyly half through it, therefore I picked up this book for 100% professional reasons.

Wise Me Up to Cold Calling by Shea Heer helps the beginner and mid-level sales professional to learn how to do sales right by approaching potential customers using the right message and attitude. Although cold calling might be considered obsolete in the era of Internet and social media, approaching someone on the phone it is still a doable alternative, based on the very human urge to communicate and connect.

Personally, my biggest issue when started this small project was that I will really turn into a big joke, by fear of not having anything really interesting to say and sometimes not really interested in saying it. However, everything changed when I considered taking every potential contact as a way to connect, not necessarily to sell something but to offer something valuable in exchange. Of course that my PR and communication background helped me to really create some stand alone attractive offer in only a couple of words and a couple of seconds, but before sending my message, those couple of seconds before actually making the call were sometimes painful and Shea Heer is addressing this fear. The fear is usually the result of lack of confidence in what you are about to say. As 'being prepared is half the battle', figuring out what your project or company stands for is very important and must be clarify way before starting the conversation.

Talking about communication, it is equally very important to make everything as plain and simple as possible, especially by avoiding the heavy jargon language. When you send a communication via email, the words are there to be seen and eventually someone can do his or her own Internet research for checking your wording, but when you only have a couple of minutes, firing a conversation loaded with difficult words is a loss at first sight.

The book is simply written, systematic and well organised which makes it an easy read, eventually at the beginning of starting your week of cold calling. I would have expect also a little bit of more writing about how to organised the call calling schedule, for instance by including a follow-up etc. Nowadays there are very efficient management systems that help coping with a big range of calls, such as amocrm.com, not mentioned in the book.

Strongly recommended to anyone curious about sales, or considering to begin a career in this domain.

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This book has alot of great tips and advive to anyone who is considering a career in sales. The book is simply written, systematic and well organised which makes it an easy read.


Thank you to NetGalley, Troubador Publishing Limited and Shea Heer for providing an eARC in exchange for an honest review.

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A concise, faultless plan for cold calling.

All the tips contained within this book are useful and I loved the writer’s tone, use of language and honesty.
As someone who has worked in sales for 15years, I found some really useful tips and refreshers. A relatively quick read that gets back to basics and consolidates learning.
The book would be equally (if not more) useful to someone just starting out in sales / cold calling AND perhaps even more importantly, Call Centre & Sales Managers who tell other people how to work / script their calls.

No “new ideas”, but a well put together, easy to understand structure and solutions to make cold calling less daunting and more productive!

(Also reviewed on Twitter & Amazon UK)

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