Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke.
Saved in:
: | |
---|---|
TeilnehmendeR: | |
Year of Publication: | 2005 |
Language: | English |
Online Access: | |
Physical Description: | xi, 162 p. :; ill. |
Notes: | Includes index. |
Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
Table of 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.