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Autore: |
Miller William <1955->
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Titolo: |
Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
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Pubblicazione: | New York, : AMACOM, c2005 |
Edizione: | 1st ed. |
Descrizione fisica: | 1 online resource (175 p.) |
Disciplina: | 658.8/72 |
Soggetto topico: | Telephone selling |
Selling | |
Altri autori: |
ZemkeRon
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Note generali: | Includes index. |
Nota di contenuto: | 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. |
Sommario/riassunto: | Another ""knockout"" in the grand tradition of Knock Your Socks Off Service! |
Titolo autorizzato: | Knock your socks off prospecting ![]() |
ISBN: | 1-281-12701-9 |
9786611127015 | |
0-8144-2871-1 | |
Formato: | Materiale a stampa ![]() |
Livello bibliografico | Monografia |
Lingua di pubblicazione: | Inglese |
Record Nr.: | 9910829298803321 |
Lo trovi qui: | Univ. Federico II |
Opac: | Controlla la disponibilità qui |