Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke.
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| Year of Publication: | 2005 |
| Language: | English |
| Online Access: | |
| Physical Description: | xi, 162 p. :; ill. |
| Notes: | Includes index. |
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| id |
500243047 |
|---|---|
| ctrlnum |
(MiAaPQ)500243047 (Au-PeEL)EBL243047 (CaPaEBR)ebr10120167 (CaONFJC)MIL112701 (OCoLC)935228023 |
| collection |
bib_alma |
| record_format |
marc |
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Miller, William, 1955- Knock your socks off prospecting [electronic resource] : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke. New York : AMACOM, c2005. xi, 162 p. : ill. Includes index. 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. Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries. Telephone selling. Selling. Electronic books. Zemke, Ron. ProQuest (Firm) https://ebookcentral.proquest.com/lib/oeawat/detail.action?docID=243047 Click to View |
| language |
English |
| format |
Electronic eBook |
| author |
Miller, William, 1955- |
| spellingShingle |
Miller, William, 1955- Knock your socks off prospecting how to cold call, get qualified leads, and make more money / 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. |
| author_facet |
Miller, William, 1955- Zemke, Ron. ProQuest (Firm) ProQuest (Firm) |
| author_variant |
w m wm |
| author2 |
Zemke, Ron. ProQuest (Firm) |
| author2_variant |
r z rz |
| author2_role |
TeilnehmendeR TeilnehmendeR |
| author_corporate |
ProQuest (Firm) |
| author_sort |
Miller, William, 1955- |
| title |
Knock your socks off prospecting how to cold call, get qualified leads, and make more money / |
| title_sub |
how to cold call, get qualified leads, and make more money / |
| title_full |
Knock your socks off prospecting [electronic resource] : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke. |
| title_fullStr |
Knock your socks off prospecting [electronic resource] : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke. |
| title_full_unstemmed |
Knock your socks off prospecting [electronic resource] : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke. |
| title_auth |
Knock your socks off prospecting how to cold call, get qualified leads, and make more money / |
| title_new |
Knock your socks off prospecting |
| title_sort |
knock your socks off prospecting how to cold call, get qualified leads, and make more money / |
| publisher |
AMACOM, |
| publishDate |
2005 |
| physical |
xi, 162 p. : ill. |
| contents |
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. |
| callnumber-first |
H - Social Science |
| callnumber-subject |
HF - Commerce |
| callnumber-label |
HF5438 |
| callnumber-sort |
HF 45438.3 M55 42005 |
| genre |
Electronic books. |
| genre_facet |
Electronic books. |
| url |
https://ebookcentral.proquest.com/lib/oeawat/detail.action?docID=243047 |
| illustrated |
Illustrated |
| dewey-hundreds |
600 - Technology |
| dewey-tens |
650 - Management & public relations |
| dewey-ones |
658 - General management |
| dewey-full |
658.8/72 |
| dewey-sort |
3658.8 272 |
| dewey-raw |
658.8/72 |
| dewey-search |
658.8/72 |
| oclc_num |
935228023 |
| work_keys_str_mv |
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n |
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(MiAaPQ)500243047 (Au-PeEL)EBL243047 (CaPaEBR)ebr10120167 (CaONFJC)MIL112701 (OCoLC)935228023 |
| is_hierarchy_title |
Knock your socks off prospecting how to cold call, get qualified leads, and make more money / |
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