Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off
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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2 What is Prospecting?
3 The Power of Prospecting
4 Becoming RejectionProof
5 Smart Prospecting
6 The 10 Commandments of Prospecting
7 Anatomy of a Cold Call
8 Your Prospecting and BusinessDevelopment Strategy
9 Handling Objections
Other editions - View all
account manager Applied Materials appointment available at 3:00 basic script Bob Charles business development Chapter client cold call cold-call script company’s competitors completed calls consultative sales corporate customer service decision maker dials discuss e-mail example Factiva field sales Figure going Harte-Hanks heading or address industry internal Jack Nicklaus Jones Law of Sowing let’s ment new-business-development newsletter Newton Falls nonselling activities objection Office Tech OneSource opportunity organization outlined pect percent product or service professional selling pros prospecting call prospecting process purchase question recommend relationship response return on investment sales cycle sales pipeline sales process sales professional sales reporting salespeople salesperson Sample follow-up letter Sample script Selling Life-Cycle Paradigm Selling Point script selling success Smart Prospecting strategy Susan Simms target market telephone telesales tell tion trying Unique Selling Point voice mail Weight Watchers