Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money

Author: Miller, William,Zemke, Ron
Publisher: HarperCollins Focus
Category: Sales & Marketing Management, Sales & Marketing
Book Format: Paperback

If you hate prospecting, think how much those prospects dread your cold calls! You need techniques that energize and motivate both you and your potential customers. Welcome to Knock Your Socks Off Prospecting.



Filled with logical, easy-to-use tools, step-by-step skill-building exercises, real-life stories, and amusing anecdotes (along with John Bush's clever illustrations), this practical and entertaining book helps you improve your communications skills, identify prospects (real ones), and maximize the productivity of your prospecting time. You'll also get the most valuable collection of how-to cold-calling tips you've ever seen, and follow-up techniques guaranteed to win more sales!

William Skip Miller is President of M3 Learning, a sales training firm established in 1996. He is the author of ProActive Selling and ProActive Sales Management. Mr. Miller lives in Los Gatos, California. Ron Zemke was a coauthor of Knock Your Socks Off Selling, as well as the coauthor of all the books in the Knock Your Socks Off Service series and of the customer service classic Service America!

Preface v



Acknowledgments vii

Introduction: The Art of Prospecting ix

Part One: The Fundamentals of Knock Your Socks Off Prospecting 1

1. Gee, Ma, Do I Have To? 3

2. Make Money Easier 7

3. It’s All About Them 11

4. Turn Strangers into Customers 15

5. The Ol’ Numbers Game 21

6. A Winning Formula 27

7. Time Management I: The ProActive Sales Matrix 33

8. Time Management II: The PowerHour 41

9. Speak the Customer’s Language 45

10. Sell to Their Values, Not Yours 53

11. Don’t Sell Stuff, Sell Solutions 59

12. You Sell Change 65

13. Execution: The True Art of the Sale 69

Part Two: The How-To’s of Cold Calling 73

14. Your Thirty-Second Speech 75

15. Thirty-Second Variations: The Opening 83

16. Thirty-Second Variations: WIIFM? 87

17. Summary and Flip 91

18. Leaving a Message 95

19. The Buying Process 99

20. Who’s Driving? 103

21. Transfer of Ownership 109

22. It’s About Time 115

23. Summarize, Bridge, Pull 121

24. Handling NO!: Which No Is That? 129

Part Three: Following Up 135

25. Call #2: Second Thirty-Second Speech 137

26. TripTik® 143

27. Two Paths: Value vs. Solution 149

28. Putting the CART Before the Horse 153

29. It’s All About You 157


Index 159

Table Of Contents
Preface v Acknowledgments vii Introduction: The Art of Prospecting ix Part One: The Fundamentals of Knock Your Socks Off Prospecting 1 1. Gee, Ma, Do I Have To? 3 2. Make Money Easier 7 3. It's All About Them 11 4. Turn Strangers into Customers 15 5. The Ol' Numbers Game 21 6. A Winning Formula 27 7. Time Management I: The ProActive Sales Matrix 33 8. Time Management II: The PowerHour 41 9. Speak the Customer's Language 45 10. Sell to Their Values, Not Yours 53 11. Don't Sell Stuff, Sell Solutions 59 12. You Sell Change 65 13. Execution: The True Art of the Sale 69 Part Two: The How-To's of Cold Calling 73 14. Your Thirty-Second Speech 75 15. Thirty-Second Variations: The Opening 83 16. Thirty-Second Variations: WIIFM? 87 17. Summary and Flip 91 18. Leaving a Message 95 19. The Buying Process 99 20. Who's Driving? 103 21. Transfer of Ownership 109 22. It's About Time 115 23. Summarize, Bridge, Pull 121 24. Handling NO!: Which No Is That? 129 Part Three: Following Up 135 25. Call #2: Second Thirty-Second Speech 137 26. TripTik(R) 143 27. Two Paths: Value vs. Solution 149 28. Putting the CART Before the Horse 153 29. It's All About You 157 Index 159
About William Miller
William (Skip) Miller learned the hard way that being unprepared for cold-calling is a surefire way to lose your job when he started his career in sales, quitting after only one day on his first job. He learned from his mistakes and is now President of M3 Learning, a ProActive Sales Management and Sales Training Company and is the sales training leader in Silicon Valley. Skip has provided training to tens of thousands of sales people and hundreds of companies in over 35 countries. This is his seventh book.

(BK-9780814472859)

SKU BK-9780814472859
Barcode # 9780814472859
Brand HarperCollins Focus
Artist / Author Miller, William, Zemke, Ron
Shipping Weight 0.2600kg
Shipping Width 0.154m
Shipping Height 0.013m
Shipping Length 0.230m

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