LEADER 02541nam 22005774a 450 001 9910783444603321 005 20230617000456.0 010 $a1-281-12701-9 010 $a9786611127015 010 $a0-8144-2871-1 035 $a(CKB)1000000000241993 035 $a(EBL)243047 035 $a(OCoLC)475962606 035 $a(SSID)ssj0000187797 035 $a(PQKBManifestationID)11182351 035 $a(PQKBTitleCode)TC0000187797 035 $a(PQKBWorkID)10142426 035 $a(PQKB)10630048 035 $a(MiAaPQ)EBC243047 035 $a(Au-PeEL)EBL243047 035 $a(CaPaEBR)ebr10120167 035 $a(CaONFJC)MIL112701 035 $a(OCoLC)935228023 035 $a(EXLCZ)991000000000241993 100 $a20050112d2005 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aKnock your socks off prospecting$b[electronic resource] $ehow to cold call, get qualified leads, and make more money /$fby William "Skip" Miller & Ron Zemke 210 $aNew York $cAMACOM$dc2005 215 $a1 online resource (175 p.) 300 $aIncludes index. 311 $a0-8144-7285-0 327 $aGee, 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. 330 $aAnother ""knockout"" in the grand tradition of Knock Your Socks Off Service! 606 $aTelephone selling 606 $aSelling 615 0$aTelephone selling. 615 0$aSelling. 676 $a658.8/72 700 $aMiller$b William$f1955-$01477555 701 $aZemke$b Ron$01477557 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910783444603321 996 $aKnock your socks off prospecting$93738460 997 $aUNINA LEADER 02350nas 2200697 a 450 001 996202313703316 005 20230125232007.0 011 $a1588-2861 035 $a(OCoLC)45496762 035 $a(CKB)954925470323 035 $a(CONSER) 2010223062 035 $a(DE-599)ZDB2018679-4 035 $a(EXLCZ)99954925470323 100 $a20001207a19789999 uy 101 0 $aeng 135 $aurmnu||||| 135 $aurbn||||||abp 135 $aurbn||||||ada 200 00$aScientometrics $ean international journal for all quantitative aspects of the science of science, communication in science and science policy 210 $a[Amsterdam $cElsevier] 210 3 $a[Dordrecht] $cSpringer ;$aBudapest $cAkademiai Kiado 300 $aRefereed/Peer-reviewed 311 $a0138-9130 330 $aConcerned with the quantitative features and characteristics of science. Emphasis is placed on investigations in which the development and mechanism of science are studied by statistical mathematical methods. 606 $2LESS$aHW_IZW$9HHA 606 $aScience$vPeriodicals 606 $aScience indicators$vPeriodicals 606 $aScience and state$vPeriodicals 606 $aResearch$vPeriodicals 606 $aEvaluation Studies as Topic 606 $aPublic Policy 606 $aScience 606 $aSystems Analysis 606 $aSciences$vPe?riodiques 606 $aIndicateurs scientifiques$vPe?riodiques 606 $aPolitique scientifique et technique$vPe?riodiques 606 $aScience$2gtt$3(NL-LeOCL)078959470 606 $aQuantitative methods$2gtt$3(NL-LeOCL)078568188 606 $aCommunication$2gtt$3(NL-LeOCL)078472660 608 $aPeriodical. 615 7$aHW_IZW 615 0$aScience 615 0$aScience indicators 615 0$aScience and state 615 0$aResearch 615 2$aEvaluation Studies as Topic. 615 2$aPublic Policy. 615 2$aScience. 615 2$aSystems Analysis. 615 6$aSciences 615 6$aIndicateurs scientifiques 615 6$aPolitique scientifique et technique 615 17$aScience. 615 17$aQuantitative methods. 615 17$aCommunication. 676 $a500 712 02$aAkade?miai Kiado?. 906 $aJOURNAL 912 $a996202313703316 996 $aScientometrics$92111740 997 $aUNISA