Knock your socks off prospecting : how to cold call, get qualified leads, and make more money /
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 valu...
| Main Authors: | , |
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| Format: | |
| Language: | eng |
| Published: |
New York : AMACOM,
c200
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| Subjects: |
| _version_ | 1826443919690301440 |
|---|---|
| author | Miller, William, 1955- Zemke, Ron |
| author_facet | Miller, William, 1955- Zemke, Ron |
| author_sort | Miller, William, 1955- |
| collection | OCEAN |
| description | 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. |
| first_indexed | 2024-03-05T10:20:29Z |
| format | |
| id | KOHA-OAI-TEST:436927 |
| institution | Universiti Teknologi Malaysia - OCEAN |
| language | eng |
| last_indexed | 2024-03-05T10:20:29Z |
| publishDate | c200 |
| publisher | New York : AMACOM, |
| record_format | dspace |
| spelling | KOHA-OAI-TEST:4369272020-12-19T17:15:42ZKnock your socks off prospecting : how to cold call, get qualified leads, and make more money / Miller, William, 1955- Zemke, Ron New York : AMACOM,c2005engGee, 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.PSZJBLBESTTelephone sellingSellingURN:ISBN:0814472850 (hbk.) |
| spellingShingle | Telephone selling Selling Miller, William, 1955- Zemke, Ron Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / |
| title | Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / |
| title_full | Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / |
| title_fullStr | Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / |
| title_full_unstemmed | Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / |
| title_short | Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / |
| title_sort | knock your socks off prospecting how to cold call get qualified leads and make more money |
| topic | Telephone selling Selling |
| work_keys_str_mv | AT millerwilliam1955 knockyoursocksoffprospectinghowtocoldcallgetqualifiedleadsandmakemoremoney AT zemkeron knockyoursocksoffprospectinghowtocoldcallgetqualifiedleadsandmakemoremoney |