β Scribed by Paul S. Goldner
No coin nor oath required. For personal study only.
Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can:
* define and target their ideal market-and stop squandering time, energy, and money on unfocused prospecting * develop a personalized script utilizing all the elements of a successful cold call * get valuable information from assistants-and then get past them * view voice mail not as a frustrating barrier, but as a unique opportunity
Red-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
Contents......Page 8
Preface......Page 10
Acknowledgments......Page 16
1. Prospecting: An Essential Element to Your Selling Success......Page 20
2. What Is Prospecting?......Page 31
3. The Power of Prospecting......Page 42
4. Becoming Rejection-Proof......Page 58
5. Smart Prospecting......Page 68
6. The 10 Commandments of Prospecting......Page 90
7. Anatomy of a Cold Call......Page 108
8. Your Prospecting and Business-Development Strategy......Page 127
9. Handling Objections......Page 149
10. Working with Voice Mail and Administrative Assistants......Page 182
11. Public Relations: How to Make Your Prospects Come to You......Page 192
12. How to Leverage Your Success......Page 199
13. Tracking Your Progress......Page 204
Conclusion. Final Thoughts: The Four Teps to Success......Page 215
Bibliography......Page 218
C......Page 220
F......Page 221
N......Page 222
R......Page 223
S......Page 224
Y......Page 225
π SIMILAR VOLUMES
This was a very quick read and had good content. I wish it had a few more stories, but worth my money. Will re-read in the future as a primer.
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