02573nam 22005894a 450 991045034880332120200520144314.01-281-12701-997866111270150-8144-2871-1(CKB)1000000000241993(EBL)243047(OCoLC)475962606(SSID)ssj0000187797(PQKBManifestationID)11182351(PQKBTitleCode)TC0000187797(PQKBWorkID)10142426(PQKB)10630048(MiAaPQ)EBC243047(Au-PeEL)EBL243047(CaPaEBR)ebr10120167(CaONFJC)MIL112701(OCoLC)935228023(EXLCZ)99100000000024199320050112d2005 uy 0engur|n|---|||||txtccrKnock your socks off prospecting[electronic resource] how to cold call, get qualified leads, and make more money /by William "Skip" Miller & Ron ZemkeNew York AMACOMc20051 online resource (175 p.)Includes index.0-8144-7285-0 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.Another ""knockout"" in the grand tradition of Knock Your Socks Off Service!Telephone sellingSellingElectronic books.Telephone selling.Selling.658.8/72Miller William1955-886436Zemke Ron925691MiAaPQMiAaPQMiAaPQBOOK9910450348803321Knock your socks off prospecting2078591UNINA