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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| Autore: |
Miller William <1955->
|
| Titolo: |
Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / / by William "Skip" Miller & Ron Zemke
|
| 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
|
| 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 |