Knock your socks off prospecting_How to cold call, get qualified leads, and make more money - William Miller , Ron Zemke
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- Annotation
- Preface
- Acknowledgments
- Introduction: The Art of Prospecting
- In Memoriam
- Part One The Fundamentals of Knock Your Socks Off Prospecting
- 1 Gee, Ma, Do I Have To?
- 2 Make Money Easier
- 3 It’s All About Them
- 4 Turn Strangers into Customers
- 5 The Ol’ Numbers Game
- 6 A Winning Formula
- 7 Time Management I: The ProActive Sales Matrix™
- 8 Time Management II: The PowerHour™
- 9 Speak the Customer’s Language
- 11 Don’t Sell Stuff, Sell Solutions
- 12 You Sell Change
- 13 Execution: The True Art of the Sale
- Part Two The How-To’s of Cold Calling
- 14 Your Thirty-Second Speech
- 15 Thirty-Second Variations: The Opening
- 16 Thirty-Second Variations: WIIFM?
- 17 Summary and Flip
- 18 Leaving a Message
- 19 The Buying Process
- 20 Who’s Driving?
- 21 Transfer of Ownership
- 22 It’s About Time
- 23 Summarize, Bridge, Pull
- 24 Handling “NO!”: Which “No” Is That?
- Part Three Following Up
- 25 Call _2: Second Thirty-Second Speech
- 26 TripTik_
- 27 Two Paths: Value vs. Solution
- 28 Putting the CART Before the Horse
- 29 It’s All About You
- Index
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