List Books » Knock Your Socks off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money
Authors: William "Skip" Miller, Ron Zemke
ISBN-13: 9780814472859, ISBN-10: 0814472850
Format: Paperback
Publisher: AMACOM
Date Published: June 2005
Edition: (Non-applicable)
William "Skip" Miller is President of M3 Learning, a sales training firm established in 1996. He is the author of ProActive Selling and ProActive Sales Management. Mr. Miller lives in Los Gatos, California. Ron Zemke was a coauthor of Knock Your Socks Off Selling, as well as the coauthor of all the books in the Knock Your Socks Off Service series and of the customer service classic Service America!
This guide helps salespeople develop the skill and judgment to know when to pursue a prospect all the way to customer status, and when to cut their losses and move on. The author suggests approaches for preparing to succeed at cold calling, and outlines techniques to try at each stage of the cold call process. Annotation ©2005 Book News, Inc., Portland, OR
Introduction : the art of prospecting | ||
1 | Gee, Ma, do I have to? | 3 |
2 | Make money easier | 7 |
3 | It's all about them | 11 |
4 | Turn strangers into customers | 15 |
5 | The ol' numbers game | 21 |
6 | A winning formula | 27 |
7 | Time management I : the ProActive sales matrix | 33 |
8 | Time management II : the PowerHour | 41 |
9 | Speak the customer's language | 45 |
10 | Sell to their values, not yours | 53 |
11 | Don't sell stuff, sell solutions | 59 |
12 | You sell change | 65 |
13 | Execution : the true art of the sale | 69 |
14 | Your thirty-second speech | 75 |
15 | Thirty-second variations : the opening | 83 |
16 | Thirty-second variations : WIIFM? | 87 |
17 | Summary and flip | 91 |
18 | Leaving a message | 95 |
19 | The buying process | 99 |
20 | Who's driving? | 103 |
21 | Transfer of ownership | 109 |
22 | It's about time | 115 |
23 | Summarize, bridge, pull | 121 |
24 | Handling "no!" : which "no" is that? | 129 |
25 | Call #2 : second thirty-second speech | 137 |
26 | TripTik | 143 |
27 | Two paths : value vs. solution | 149 |
28 | Putting the CART before the horse | 153 |
29 | It's all about you | 157 |