Red-hot Cold Call Selling: Prospecting Techniques that Pay Off

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AMACOM Div American Mgmt Assn, 1995 - Business & Economics - 150 pages
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Salespeople can get the edge on competitors by transforming the dreaded cold call into a red-hot sale. The dynamic new book Red-Hot Cold Call Selling will show them how!Drawing on the author's vast enthusiasm and on insights acquired over a successful career, Red-Hot Cold Call Selling outlines valuable strategies and techniques for developing a complete selling system that works.Readers will learn what sales prospecting really is and why it's a key element in any winning sales formula. Plus, they will discover:- how to make themselves "rejection proof"- how to dissect the cold call and create a personalized script- how to enhance their probability of success by following the "Ten Commandments of Prospecting," and much more.
 

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Contents

Prospecting An Essential Element to Your Selling Success
1
What Is Prospecting?
5
Why Prospect?
12
Becoming RejectionProof
16
Smart Prospecting
25
The Ten Commandments of Prospecting
35
Anatomy of a Cold Call
49
Your Prospecting and Business Development Strategy
61
Working With Voice Mail Administrative Assistants and Secretaries
110
Public Relations How to Make Your Prospects Come to You
120
How to Leverage Your Success
126
Tracking Your Progress
131
Conclusion
141
Bibliography
145
Index
147
Copyright

Handling Objections
79

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About the author (1995)

Paul S. Goldner (New York, NY) is an entrepreneur and sales professional who has started and built two successful companies. He lectures frequently in the areas of sales, human performance, and technology. This is his first book.

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