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“Written by veteran salesman and salesperson-trainer Jerry Hocutt, Cold Calling for Cowards is a solid guide for sellers of all skill and experience levels to the art of the cold call. Chapters address the myriad types of handshakes and what kind of body language they convey, how to overcome one’s reluctance to cold call, the ‘Fonz technique’ to deal with rejection, how to escape the trap of voice mail, the ‘Skeletons in the Closet’ technique to get one’s calls returned, how to determine the personality of the one you’re selling to, and much more. ‘If you’re doing a cold call, especially to a large company, don’t try and get through to the CEO. They don’t take calls like this. That’s why they hire gatekeepers. My friend said that when you call, ask to speak with the executive assistant to the CEO or president. They’re required to take calls.’ Highly recommended for anyone serious about sales.” – Midwest Book Review, June 2007

“Cold Calling for Cowards: How to Turn the Fear of Rejection into Opportunities, Sales, and Money by Jerry Hocutt – salesman with more than thirty years of experience who gives tips on handshakes, leaving voicemails, the best questions to ask on a first call, and remembering names.” – ForeWord Magazine, Reviews of Good Books

“An easy to read book loaded with numerous, practical ideas for turning cold calls into prospects and customers. A must read for anyone who needs to prospect to make sales!” – Dr. Tony Alessandra, author of Non-Manipulative Selling and The Platinum Rule

“With Cold Calling for Cowards, Jerry Hocutt has done something remarkable. He’s turned an activity that most find difficult into one that is rewarding.” – Robert Cialdini, author of Influence: Science and Practice and Regents’ Professor of Psychology and Marketing, Arizona State University

“This book will put steel in your spine, ice water in your veins, and gravel in your guts. It will make you unstoppable!” – Brian Tracy, author of The Psychology of Selling 

“If the thought of a cold call makes you break into a sweat, Cold Calling for Cowards is for you. Jerry landed his job with McCaw Communications by telling the sales manager that ‘Cold calling sucks!’ He then went on to lead the nation in sales for three years. Who better to learn from??? In this easy to read, practical book, Jerry shares The Secret he learned to become #1 in sales so that you can do the same.” – Susan RoAne, professional speaker and author of How To Work A Room® and What Do I Say Next?

“Highly recommended. Jerry Hocutt has a proven track record in sales and is the authority on the subject of cold calling. This is a book of substance – not hype. Everything Jerry talks about has been used successfully by thousands of his Cold Calling for Cowards® students.” – Roger Dawson, author of Secrets of Power Negotiating

“In this book, Jerry Hocutt presents many concepts that sales professionals and selling teams can use to help them succeed. In addition to encouraging a positive mindset and effective skill set development, he emphasizes the importance of organizing and managing the many contact and sales opportunity details that are required for developing valuable prospects and strong customer relationships.” – Joe Bergera, ACT! by Sage, Senior Vice President and General Manager, Sage Software

“Who ever thought cold calling could be fun? Only Jerry Hocutt. But read his book and you’ll become a believer. Plus two other things. You’ll laugh a lot (that’s one) and you’ll get more appointments out of the cold calls you make (that’s two).” – Kevin Daley, author of Socratic Selling: How to Ask Questions That Get the Sale 

“I have made a lot of cold calls. They are not fun. If you have to grow your sales, you have to get it done. This book will give you the right attitude and the right tools to make it happen.” – Richard Lowe, President, Sir Speedy, Inc.

“It’s interesting to see how you voice everyone’s concerns about cold calling and how you help us realize that we are not the only ones who find it difficult. Your book is a road map to get us where we want to go. You make the reader aware of the pitfalls and how to constantly change them to make each call more productive and to make us feel better about what we are doing. That is the first step to success.” – Rosalie A. Bulach, Founder & CEO, Name-Finders Lists, Inc.

“Practically everyone hates to be rejected. It’s human nature. That is probably why cold calling is so difficult for so many people. Jerry Hocutt teaches you how to make those cold calls enthusiastically without the fear of being rejected by anyone at the other end of the phone. He teaches you how to make that initial communication which can be invaluable in both your business and in your personal life.” – Dr. Lillian Glass, author of Talk to Win; Toxic People – 10 Ways of Dealing With People Who Make Your Life Miserable and I Know What You’re Thinking – Using the 4 Codes of Reading People To Improve Your Life

What they’re saying about the seminars:

“Hocutt’s paying audience knows the truth: Calling strangers for a living can be hell. They are the foot soldiers in America’s business-to-business selling game. And Hocutt is their drill sergeant. His plain-spokenness wins people over.” – Los Angeles Times, “He’s the Zen Master of Cold Calls”

“Hocutt certainly can ease the pain from perhaps one of the most dreaded duties in the business world: the cold call.” – The Star-Ledger, New Brunswick, NJ, “Lord of the Rings."