How to Close Sales Appointments: Meet the Right People at the Right Time with the Right Strategy

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iUniverse, 2005 - Business & Economics - 112 pages
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Tired of losing deals, getting hung up on, missing quota, working a lousy territory, and meeting the wrong prospects? This book will turn these into your competitor's problems, and they will no longer be yours.

  • Significantly increase your close ratio
  • Structure a revenue-rich territory
  • Select a winning strategy of differentiation
  • Utilize the latest technologies and Web sites to increase sales
  • Write compelling letters and close appointments with actual decision makers
  • Reduce sales cycle time
  • Establish credibility at the C level
  • Out position your competition

These proven techniques will enable you to exceed all of your professional and personal goals. Do not put off your dreams any longer.

"August has certainly lived what he writes about. As one of the most successful salespeople in one of MCI's top branches, August had the opportunity to practice what he is 'preaching'. And I can say he had a very successful practice."
-Jim Smithberger-Sales Vice President of Staff Leasing, Sales Director MCI, Worldcom, Sales Management, AT&T and Notre-Dame Football All American and NFL player

 

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Selected pages

Contents

Research
12
Positioning
21
Differentiate or Die
28
Methods of Contact
33
The Campaign of Terror
39
Dialing for Dollars
45
Maintenance
53
Goal Setting
59
Technology Tips
67
Conclusion
74
Copyright

Common terms and phrases

Abraham Lincoln accomplished account list annual report appointment assist August Specht benefit boss caller reluctance chapter close ratio cold-calling company’s competition competitors Contacts Influential corporate create customer’s decision maker defined Dialing for Dollars differentiate difficult discuss e-mail efficiency employees example executive finance financial find finding first fits five Florida focus focused goals golf Harvey Mackay Hoover’s individual industry Internet letter look meet Napoleon Hill Norman Vincent Peale number of accounts officer Og Mandino opportunity organization person phone system pitch position profile profitable prospects pursue qualifying quotes reach receptionist relationship result sales career salespeople salesperson selling significant solution specific strategy success target techniques tenacity territory things tion Tom Fletcher tool vertical market Vince Lombardi voice mail ZIP code

Bibliographic information

QR code for How to Close Sales Appointments
TitleHow to Close Sales Appointments: Meet the Right People at the Right Time with the Right Strategy
AuthorAugust Specht II
PublisheriUniverse, 2005
ISBN0595349579, 9780595349579
Length112 pages
Subjects ›  › 

Business & Economics / Marketing / General
Business & Economics / Sales & Selling / General
  
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