| Description |
1 online resource (x, 150 pages) : illustrations |
|
text file |
| Bibliography |
Includes bibliographical references (page 145) and index. |
| Contents |
1. Prospecting: An Essential Element to Your Selling Success -- 2. What Is Prospecting? -- 3. Why Prospect? -- 4. Becoming Rejection-Proof -- 5. Smart Prospecting -- 6. The Ten Commandments of Prospecting -- 7. Anatomy of a Cold Call -- 8. Your Prospecting and Business Development Strategy -- 9. Handling Objections -- 10. Working With Voice Mail, Administrative Assistants, and Secretaries -- 11. Public Relations: How to Make Your Prospects Come to You -- 12. How to Leverage Your Success -- 13. Tracking Your Progress. |
| Summary |
Whether you're a seasoned salesperson or a professional selling your own services, you'll get better results with Red-Hot Cold Call Selling. It's filled with valuable strategies and techniques for developing a complete selling system that works. You'll learn to properly define your target market - and stop squandering money and time on unfocused prospecting; free yourself of the cold-call jitters and render yourself rejection-proof; dissect the cold call and develop a personalized script that works best for you; get past secretaries, administrative assistants, and even that nemesis of the telecommunications age: voice mail; and have prospects come to you by generating your own public relations, newsletters, and more. |
| Language |
English. |
| Awards |
Soundview Best Book List |
| Subject |
Telephone selling.
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Selling.
|
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Vente par téléphone. |
|
Vente. |
|
selling. |
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Selling |
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Telephone selling |
| Other Form: |
Print version: Goldner, Paul S. Red-hot cold call selling. New York : AMACOM, ©1995 0814478808 (DLC) 95034300 (OCoLC)32856070 |
| ISBN |
0585024189 (electronic bk.) |
|
9780585024189 (electronic bk.) |
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