The Must-React System: User's Guide to Prospecting C-Suite Executives
Every company that wants to continue growth needs their sales team to be proficient in finding and closing net-new opportunities. But, unfortunately, most sales persons are not good at gaining new business, much less performing even the most basic prospecting practices. There are a multitude of reasons for this phenomenon. But the biggest reason is that sales professionals are untrained in vital cold-calling techniques. Especially in the realm of cold-calling and prospecting. Further, there is a culture of sales resistance that exists, and few sales professionals are equipped to penetrate it. The Must-React System is written help all sales professionals master the art of persuasion, and especially in the important area of cold-calling, prospecting, sales pipeline development.
Review of Must-React
By RH - June 13, 2011
I thought the book was well written but I don't like to use gimmicks and this seems like one. I maybe can see this on one time customer calls but not where you want to build a relationship on trust.
An Obnoxious and Self Centered Joke - Don't Waste Your Money
By Mark Vaudreuil - April 11, 2012
The author, Kraig Kleeman, begins laying the foundation of his phone prospecting knowledge by obnoxiously dropping names and bad mouthing his competition in effort to create some sort of immature credibility. Additionally, Kleeman has a weird fascination and a clear obsession with rock and pop stars as he frequently saturates his book with song lyric quotes from the likes of Bob Dylan and The Red Hot Chili Peppers. What this has do do with serious phones sales prospecting is anyone's guess.
Most of the book is an egotistical rant packed with self centered boasts that self paints a picture of Kleeman being Gods gift to the cold calling world.
Kleeman's phone and email prospecting techniques are built on first deceiving the prospect that you are not a sales person but that you are calling to provide insider information and statistics. Obviously, this is not advisable if your goal is to build a trusting and lasting relationship with your new customers or... read more
$13.95 and Several Hours I'll Never Get Back --- Just Awful!
By Anthony L. Mascia - December 4, 2009
Again, none of the reviewers before me have ever reviewed any book, save this one.
I usually give authors who toot their own horn, or who have a little padding in their books, some slack. However, in this book's barely 100 pages, only EIGHT pages have specific, useful, actionable information. Another 15 pages tie together various sales prospecting strategies in a general way --- the rest of the book is FILLER.
From reading (and rereading this book), it's the author's attitude and persistance that have made him personally successful. His other methodologies and scripts are obnoxious --- not hard-driving, not aggressive, not "hunting" --- just obnoxious.
I have sampled various C-Level executives about they would react if approached by someone using the scripts. UNANIMOUSLY, they said they would cut the caller short and hang up the phone.
It's possible the author intends to use this book as a "sales letter" for his training and consulting... read more
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