Knock Your Socks Off Prospecting Paperback Book
How to Cold Call, Get Qualified Leads, and Make More Mon
Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money
Author: Miller, William,Zemke, RonPublisher: HarperCollins FocusCategory: Sales & Marketing Management, Sales & MarketingBook Format: PaperbackIf 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 159About 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 | 0.150m |
| Shipping Height | 0.010m |
| Shipping Length | 0.230m |
| Assembled Length | 23.000m |
| Assembled Height | 1.300m |
| Assembled Width | 15.400m |
| Type | Paperback |
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