Red-Hot Cold Call Selling

Prospecting Techniques That Really Pay Off

Paul S. Goldner

208 pages, parution le 21/07/2006 (2^eme édition)

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Résumé

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 opportunity

Red-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.

L'auteur - Paul S. Goldner

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. He lives in Goldens Bridge, New York.

Sommaire

Prospecting: An Essential Element to Your Selling Success
What Is Prospecting ?
The Power of Prospecting
Becoming Rejection-Proof
Smart Prospecting
The 10 Commandments of Prospecting
Anatomy of a Cold Call
Your Prospecting and Business-Development Strategy
Handling Objections
Working with Voice Mail and Administrative Assistants
Public Relations: How to Make Your Prospects Come to You
How to Leverage Your Success
Tracking Your Progress

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	Paul S. Goldner
Parution	21/07/2006
Édition	2^eme édition
Nb. de pages	208
Format	15 x 23
Couverture	Broché
Poids	340g
Intérieur	Noir et Blanc
EAN13	9780814473481
ISBN13	978-0-8144-7348-1