Knock your socks off prospecting how to cold call, get qualified leads, and make more money /

Knock your socks off prospecting how to cold call, get qualified leads, and make more money /

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Bibliographic Details
Main Author: Miller, William, 1955-
Corporate Author: ebrary, Inc
Other Authors: Zemke, Ron
Format: Electronic eBook
Language:English
Published: New York : AMACOM, c2005.
Subjects:
Telephone selling.
Selling.
Electronic books.
Online Access:An electronic book accessible through the World Wide Web; click to view
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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.

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