LEADER 02538nam  22005894a 450 
001 9910829298803321
005 20200520144314.0
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 $ehow to cold call, get qualified leads, and make more money /$fby William "Skip" Miller & Ron Zemke
205   $a1st ed.
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-$01613871
701   $aZemke$b Ron$01615901
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910829298803321
996   $aKnock your socks off prospecting$94053958
997   $aUNINA