Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke.
2005
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Details
Author
Uniform Title
Ebrary electronic monographs.
Title
Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke.
Added Author
Added Corporate Author
Imprint
New York : AMACOM, [2005]
Copyright
©2005
Description
xi, 162 pages : illustrations ; 23 cm
Formatted Contents Note
Gee, ma, do i hafta?
Make money easier
It's all about them
Turn strangers into customers
The ole' numbers game
A winning formula
Time management I: the proactive sales matrix
Time management II: the power hour
Speak the customer's language
Sell to their values, not yours
Don't sell stuff, sell solutions
You sell change
Execution: the true art of the sale
Your 30-second speech
30-second variations: the opening
30-second variations: WIIFM
Summary and flip
leaving a message
Own the process
Who's driving
Transfer of ownership: internal and external dragons
It's about time
Summary, bridge, pull
Handling no: which no is that?
Call #2: second 30-second speech
Trip-Tik
Two paths: value vs. solution
Putting the cart before the horse
It's all about you.
Make money easier
It's all about them
Turn strangers into customers
The ole' numbers game
A winning formula
Time management I: the proactive sales matrix
Time management II: the power hour
Speak the customer's language
Sell to their values, not yours
Don't sell stuff, sell solutions
You sell change
Execution: the true art of the sale
Your 30-second speech
30-second variations: the opening
30-second variations: WIIFM
Summary and flip
leaving a message
Own the process
Who's driving
Transfer of ownership: internal and external dragons
It's about time
Summary, bridge, pull
Handling no: which no is that?
Call #2: second 30-second speech
Trip-Tik
Two paths: value vs. solution
Putting the cart before the horse
It's all about you.
Note
Includes index.
Linked Resources
Language
English
Reproduction
Electronic reproduction. Palo Alto, Calif. : ebrary, 2006. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.
ISBN
0814472850
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