Paul S. Goldner

Red-Hot Cold Call Selling

Prospecting Techniques That Really Pay Off

• Broschiertes Buch

Produktbeschreibung

This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry.

Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can:
define and target your ideal market -- and stop squandering time, energy, and money on unfocused prospectingdevelop a personalized script utilizing all the elements of a successful cold callget valuable information from assistants -- and then get past themview voice mail not as a frustrating barrier, but as a unique opportunity
Red-Hot Cold Call Selling includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.

Produktdetails

• Verlag: AMACOM / McGraw-Hill Professional
• 2. Aufl.
• Seitenzahl: 226
• Erscheinungstermin: 15. März 2013
• Deutsch, Englisch
• Abmessung: 229mm x 152mm x 12mm
• Gewicht: 340g
• ISBN-13: 9780814473481
• ISBN-10: 0814473482
• Artikelnr.: 20872534

Autorenporträt

Paul Goldner is a sought-after executive trainer, and consultant specialiSing in sales strategy and motivation. He is a frequent speaker at the American Management Association, and a member of both the National Speakers Association and Toastmasters International. He has appeared on CNBC and been quoted by the Wall Street Journal and other publications.

Inhaltsangabe

"Acknowledgments

Preface

1. Prospecting: An Essential Element to Your Selling Success

2. What Is Prospecting ?

3. The Power of Prospecting

4. Becoming Rejection-Proof

5. Smart Prospecting

6. The 10 Commandments of Prospecting

7. Anatomy of a Cold Call

8. Your Prospecting and Business-Development Strategy

9. Handling Objections

10. Working with Voice Mail and Administrative Assistants

11. Public Relations: How to Make Your Prospects Come to You

12. How to Leverage Your Success

13. Tracking Your Progress

Conclusion

Bibliography"