Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off

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AMACOM, Jul 6, 2006 - Business & Economics - 208 pages
Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can:* define and target their ideal market -- and stop squandering time, energy, and money on unfocused prospecting* develop a personalized script utilizing all the elements of a successful cold call* get valuable information from assistants -- and then get past them* view voice mail not as a frustrating barrier, but as a unique opportunityRed-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
 

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Contents

2 What is Prospecting?
12
3 The Power of Prospecting
23
4 Becoming RejectionProof
39
5 Smart Prospecting
49
6 The 10 Commandments of Prospecting
71
7 Anatomy of a Cold Call
89
8 Your Prospecting and BusinessDevelopment Strategy
108
9 Handling Objections
130
10 Working with Voice Mail and Administrative Assistants
163
How to make your Prospects Come to you
173
12 How to Leverage your Success
180
13 Tracking your Progress
185
The Four Teps to Success
196
Bibliography
199
Index
201
Copyright

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Page xii - at the William E. Simon Graduate School of Business Administration at the University of Rochester.

About the author (2006)

Paul S. Goldner is a highly sought-after speaker, trainer, and consultant specializing in sales strategy and motivation. He is the author of the first edition of Red-Hot Cold Call Selling, which has sold tens of thousands of copies.

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