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Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke.
- Format:
- Book
- Author/Creator:
- Miller, William, 1955-
- Language:
- English
- Subjects (All):
- Telephone selling.
- Selling.
- Physical Description:
- 1 online resource (175 p.)
- Edition:
- 1st ed.
- Place of Publication:
- New York : AMACOM, c2005.
- Language Note:
- English
- Summary:
- Another ""knockout"" in the grand tradition of Knock Your Socks Off Service!
- 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.
- Notes:
- Includes index.
- ISBN:
- 1-281-12701-9
- 9786611127015
- 0-8144-2871-1
- OCLC:
- 475962606
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