Cold Calling Techniques

✍ Scribed by Schiffman, Stephan

Publisher: F+W Media, Inc
Year: 2007
Tongue: English
Category: Library

No coin nor oath required. For personal study only.

✦ Synopsis

Written especially for sales team managers, this text delivers surefire strategies to coach and manage any sales team to achieve maximum results. From devising a successful coaching plan to getting results in the field, it will help any manager improve sales performance in any organisation.

✦ Table of Contents

Cold calling is essential --
By the numbers --
Where to look for leads --
Cold call mechanics --
Turning around common responses --
The ledge --
Mastering third-party and referral calls --
Leaving messages that get results --
E-mail tactics --
Follow-up calls --
The four-step sales process --
The principles of sales success.

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