| Record Type: |
Electronic resources
: Monograph/item
|
| Title/Author: |
Knock your socks off prospecting/ William "Skip" Miller and Ron Zemke. |
| Reminder of title: |
how to cold call, get qualified leads, and make more money / |
| Author: |
Miller, William, |
| other author: |
Zemke, Ron. |
| Published: |
New York :AMACOM, : c2005., |
| Description: |
1 v. |
| [NT 15003449]: |
Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call #2: second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It's all about you. |
| Subject: |
Selling. - |
| Online resource: |
https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=130433An electronic book accessible through the World Wide Web; click for information |
| ISBN: |
0814428711 (electronic bk.) |