No More Cold Calling(TM): The Breakthrough System That Will Leave Your Competition in the Dust

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Grand Central Publishing, Jun 27, 2009 - Business & Economics - 226 pages
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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Contents

ACKNOWLEDGMENTS
INTRODUCTION
CHAPTER 1
Referral Selling Is HOT
The Cold Reality of Cold Calling
Why We Cold Call
Moving On
CHAPTER 2
Practice
CHAPTER 10
Start Asking
Keep Plugging Away
Asking with Confidence
Start Practicing
CHAPTER 11
Making It Happen

CHAPTER 3
Dollar Value of Referral Selling vs Cold Calling
BusinessDevelopment Choices
How Do I Currently Invest My Time?
How Am I Committing to Invest My Time in the Future?
CHAPTER 4
2 Other Salespeople
3 Employees
4 Distributors
6 Your Affinity Network
CHAPTER 5
CHAPTER 6
You Got That Smile Now Deliver on the Promise
CHAPTER 7
The Ideal Customer
Target Market vs Ideal Customer
CHAPTER 8
Building Your Referral Wheel
CHAPTER 9
Whats Stopping You?
What It Takes to Get from Here to There You Can Do It
CHAPTER 12
Selling Results
The So What? Factor
Maybe Its Not So Tough After All
Your Biggest Competitor
Return on Investment
Conversion Time
Getting Help
Test Your Assumptions
CHAPTER 13
CHAPTER 14
CHAPTER 15
How a Small Company Transformed Itself
The Referral Journey of a Large Company
What About You?
Resources and Referrals
CONTACT JOANNE
Copyright

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About the author (2009)

JOANNE S. BLACK lives in Greenbrae, California.

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