No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust
Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling system, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate your business from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLING provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.
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Referral Selling Is HOT
The Cold Reality of Cold Calling
Why We Cold Call
Keep Plugging Away
Asking with Confidence
Making It Happen
Dollar Value of Referral Selling vs Cold Calling
How Do I Currently Invest My Time?
How Am I Committing to Invest My Time in the Future?
2 Other Salespeople
6 Your Affinity Network
You Got That Smile Now Deliver on the Promise
The Ideal Customer
Target Market vs Ideal Customer
Building Your Referral Wheel
Whats Stopping You?
What It Takes to Get from Here to There You Can Do It
The So What? Factor
Maybe Its Not So Tough After All
Your Biggest Competitor
Return on Investment
Test Your Assumptions
How a Small Company Transformed Itself
The Referral Journey of a Large Company
What About You?
Resources and Referrals
Other editions - View all
No More Cold Calling: The Breakthrough System That Will Leave Your ...
Joanne S. Black
No preview available - 2006
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