Knock your socks off prospecting how to cold call, get qualified leads, and make more money - Miller, William, 1955-; Zemke, Ron.; ProQuest (Firm) (New York : AMACOM, 2005)
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.
Includes index.
Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
Keywords: Telephone selling; Selling; Electronic books