Knock your socks off prospecting how to cold call, get qualified leads, and make more money /
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| フォーマット: | 電子媒体 eBook |
| 言語: | 英語 |
| 出版事項: |
New York :
AMACOM,
c2005.
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| 主題: | |
| オンライン･アクセス: | An electronic book accessible through the World Wide Web; click to view |
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目次:
- 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.