Knock your socks off prospecting how to cold call, get qualified leads, and make more money /
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| Main Author: | |
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| Corporate Author: | |
| Other Authors: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM,
c2005.
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| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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| LEADER | 00000nam a22000004a 4500 | ||
|---|---|---|---|
| 001 | 0000083258 | ||
| 005 | 20171002054208.0 | ||
| 006 | m u | ||
| 007 | cr cn||||||||| | ||
| 008 | 050112s2005 nyua s 001 0 eng | ||
| 010 | |z 2005000981 | ||
| 020 | |z 0814472850 | ||
| 035 | |a (CaPaEBR)ebr10120167 | ||
| 035 | |a (OCoLC)560040887 | ||
| 040 | |a CaPaEBR |c CaPaEBR | ||
| 050 | 1 | 4 | |a HF5438.3 |b .M55 2005eb |
| 082 | 0 | 4 | |a 658.8/72 |2 22 |
| 100 | 1 | |a Miller, William, |d 1955- | |
| 245 | 1 | 0 | |a Knock your socks off prospecting |h [electronic resource] : |b how to cold call, get qualified leads, and make more money / |c by William "Skip" Miller & Ron Zemke. |
| 260 | |a New York : |b AMACOM, |c c2005. | ||
| 300 | |a xi, 162 p. : |b ill. | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a 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. | |
| 533 | |a Electronic reproduction. |b Palo Alto, Calif. : |c ebrary, |d 2013. |n Available via World Wide Web. |n Access may be limited to ebrary affiliated libraries. | ||
| 650 | 0 | |a Telephone selling. | |
| 650 | 0 | |a Selling. | |
| 655 | 7 | |a Electronic books. |2 local | |
| 700 | 1 | |a Zemke, Ron. | |
| 710 | 2 | |a ebrary, Inc. | |
| 856 | 4 | 0 | |u http://site.ebrary.com/lib/daystar/Doc?id=10120167 |z An electronic book accessible through the World Wide Web; click to view |
| 908 | |a 170314 | ||
| 942 | 0 | 0 | |c EB |
| 999 | |c 72416 |d 72416 | ||