Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere.
This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry.
Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can:
- define and target your ideal market -- and stop squandering time, energy, and money on unfocused prospecting
- develop a personalizedillegalscript utilizing all the elements of a successful cold call
- get valuable information from assistants -- and then get past them
- view voice mail not as a frustrating barrier, but as a unique opportunity
Red-Hot Cold Call Selling includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
"Acknowledgments
Preface
1. Prospecting: An Essential Element to Your Selling Success
2. What Is Prospecting ?
3. The Power of Prospecting
4. Becoming Rejection-Proof
5. Smart Prospecting
6. The 10 Commandments of Prospecting
7. Anatomy of a Cold Call
8. Your Prospecting and Business-Development Strategy
9. Handling Objections
10. Working with Voice Mail and Administrative Assistants
11. Public Relations: How to Make Your Prospects Come to You
12. How to Leverage Your Success
13. Tracking Your Progress
Conclusion
Bibliography"
Paul S. Goldner is a highly sought-after speaker, trainer, and consultant specializing in sales strategy and motivation. He is the author of the first edition of Red-Hot Cold Call Selling, which has sold tens of thousands of copies.
Über den Autor
Paul Goldner is a sought-after executive trainer, and consultant specialiSing in sales strategy and motivation. He is a frequent speaker at the American Management Association, and a member of both the National Speakers Association and Toastmasters International. He has appeared on CNBC and been quoted by the Wall Street Journal and other publications.
Inhaltsverzeichnis
"Acknowledgments
Preface
1. Prospecting: An Essential Element to Your Selling Success
2. What Is Prospecting ?
3. The Power of Prospecting
4. Becoming Rejection-Proof
5. Smart Prospecting
6. The 10 Commandments of Prospecting
7. Anatomy of a Cold Call
8. Your Prospecting and Business-Development Strategy
9. Handling Objections
10. Working with Voice Mail and Administrative Assistants
11. Public Relations: How to Make Your Prospects Come to You
12. How to Leverage Your Success
13. Tracking Your Progress
Conclusion
Bibliography"
Klappentext
Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can:nn* define and target their ideal market -- and stop squandering time, energy, and money on unfocused prospectingn* develop a personalizedillegalscript utilizing all the elements of a successful cold calln* get valuable information from assistants -- and then get past themn* view voice mail not as a frustrating barrier, but as a unique opportunitynnRed-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
