A salesperson without a prospect is like a vehicle without fuel, neither the sale nor the vehicle is going anywhere. So, if you want to get ahead fast, you need to learn how to prospect for genuine prospects.

That’s where this pivotal book comes into play. I consider ‘Simple Alchemy: Turn Cold Calls into Gold Calls’ pivotal because it goes where few sales books have gone before. This is more than a what-to-do book - much more. It is a ‘how-to-do-it’ book that outlines, in precise detail, what you need to do and how, to get and stay ahead of the game.

About the authors

Clive C. Price

The consummate sales maestro, Clive can orchestrate any sales dialogue into a win-win for all. Pushing the boundaries of learning, he has successfully trained thousands of delegates around the world who have all experienced the ‘ka-ching’ factor from his unique brand of training. The naughty chuckle in his eyes is perhaps typical of an entrepreneurial thinker, who has turned the conventional ways of selling upside down.

Clive is Managing Director of The Peer Group in South Africa and has a BA (Econ) from Wits University and a post-graduate diploma in Learning Psychology from London University. He has an astute grasp of what it takes to succeed in sales and business and has published many articles including:

• Objections Open the Doors
• Six Common Sales Blunders
• Are Brilliant Salespeople Born?
• How Buyer’s Seduce Salespeople
• Watch Your Sales Soar

Jean B. Dean

After many years in the corporate world of fashion, retailing and publishing, the entrepreneurial spirit won out and Jean became the founder of a successful design & marketing agency. Delivering blue-sky thinking, ensuring new ideas are continually being born and delivered to market and having clients come back for more is her main motivator.

Jean is excited about this collaboration with Clive and firmly believes that this book will ‘switch on a light’ for anyone involved in sales or running a business, helping to turn golden prospects into golden clients!

Prepared to be blown away with ‘The Alchemy Secret: Turn Cold Calls into Gold Calls’ – a must-read masterpiece for everyone involved in business.

Unless you work for a company that provides you with leads on a silver platter, you need to get and read this book.

If you’re like most salespeople, you delight in having the opportunity to sell your product or service to interested prospects. The challenge however, is finding them! Of all the sales challenges we face, ‘prospecting’ is one of the most difficult. Average salespeople wait for a prospect to fall into their lap, whereas sales professionals realize that they can’t afford to wait for things to happen – they need to be proactive and make things happen!

A salesperson without a prospect is like a vehicle without fuel, neither the sale nor the vehicle is going anywhere. So, if you want to get ahead fast, you need to learn how to prospect for genuine prospects.

That’s where this pivotal book comes into play. I consider ‘The Alchemy Secret: Turn Cold Calls into Gold Calls’ pivotal because it goes where few sales books have gone before. This is more than a what-to-do book – much more. It is a ‘how-to-do-it’ book that outlines, in precise detail, what you need to do and how, to get and stay ahead of the game.

Clive Price and Jean Dean have combined their many, many years of experience to produce a sales tool that every salesperson should have in their sales toolbox. Like any tool, the ideas, concepts and techniques that Clive and Jean share in this book won’t work unless you use them.

For sales professionals who consider themselves masters of their craft, having this powerful tool gives them a strong competitive advantage because they’ll be getting to interested prospects well before the average salesperson does.

This book is full of proven techniques that, if embraced, will help make you an even more successful salesperson.

Brian Jeffrey

Quintarra Consulting Inc.

• Revised Edition
• Foreword

1. About the Authors
2. Intro
   1. Going for Gold
3. Suspects Versus Prospects
   1. On Your Marks…
   2. Profiling
   3. The power of questioning and listening
   4. The acid test of listening
   5. Summary
4. Suspects versus Prospects
   1. Get Set…
   2. Benefit Based
   3. Don’t Hang Up
   4. Conquering Cold Call Reluctance
5. Uncross Those Wires
   1. Can I Improve the Way I Speak?
   2. Speed
   3. Pace the Prospect
6. Verbal Expression
   1. Communication In Business
   2. Quick and Easy Ways to Improve Your Speaking Voice
7. Positive Phrasing
   1. ‘Can-Do’ Attitude!
   2. Phrases That Create Interest
   3. Handling Complaints
   4. Types of Complaints
   5. Golden Rule
8. Mental Preparation
   1. Get Into The Zone
   2. Move From Relationship Selling To Business (Volume) Selling… Would You Rather Make A Friend Or Make A Sale?
   3. Setting Up Your Rules Of The Game!
   4. Fish For The “No” Early – Where Is This Conversation Going? Be Ruthlessly Honest With Yourself!
   5. Don’t Let The Prospect Get Lost At Sea – Help And Guide Them!
   6. We Need To Toughen Up - Salespeople Are Too Nice
   7. Lights, Cameras, ACTION!