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"Properly, we should read for power. Man reading should be man intensely alive. The book should be a ball of light in one's hand."
- Ezra Pound
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| | Red-Hot Cold Call Selling:
Prospecting Techniques That Pay Off
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| | by Paul S. Goldner
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ZIN Product Number: 10310605
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| | | |  | | | Product Details
 Format: Paperback, 160 pages
Publisher: AMACOM
ISBN: 0814478808
Release Date: Jan 10, 1995
| |  | | | From The Publisher
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.
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| | | |  | | | | Acknowledgments | | | Preface | | | 1 | Prospecting: An Essential Element to Your Selling Success | 1 | | 2 | What Is Prospecting? | 5 | | 3 | Why Prospect? | 12 | | 4 | Becoming Rejection-Proof | 16 | | 5 | Smart Prospecting | 25 | | 6 | The Ten Commandments of Prospecting | 35 | | 7 | Anatomy of a Cold Call | 49 | | 8 | Your Prospecting and Business Development Strategy | 61 | | 9 | Handling Objections | 79 | | 10 | Working With Voice Mail, Administrative Assistants, and Secretaries | 110 | | 11 | Public Relations: How to Make Your Prospects Come to You | 120 | | 12 | How to Leverage Your Success | 126 | | 13 | Tracking Your Progress | 131 | | Conclusion | 141 | | Bibliography | 145 | | Index | 147 |
| |  | | | Find similiar books in these subject areas:
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All Topics > Business & Investing > Marketing & Sales > Sales & Selling > Techniques
All Topics > Business & Investing > Reference > General
| | | | People like you also bought:
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| | | | | | Keywords
Telephone selling, Selling, Business / Economics / Finance, Business & Economics, Marketing - Telemarketing, Sales & Selling - Techniques, Advertising & Promotion, Reference - General, Selling, Telephone selling
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