Salespeople can get the edge on competitors by transforming the dreaded cold call into a red-hot sale. The dynamic new book Red-Hot Cold Call Selling will show them how!
Drawing on the author's vast enthusiasm and on insights acquired over a successful career, Red-Hot Cold Call Selling outlines valuable strategies and techniques for developing a complete selling system that works.
Readers will learn what sales prospecting really is and why it's a key element in any winning sales formula. Plus, they will discover:
how to make themselves "rejection proof"
how to dissect the cold call and create a personalized script
how to enhance their probability of success by following the "Ten Commandments of Prospecting," and much more...
Table of contents
- Prospecting: An Essential Element to Your Selling Success
- What Is Prospecting?
- Why Prospect?
- Becoming Rejection-Proof
- Smart Prospecting
The Ten Commandments of Prospecting
- Make an appointment with yourself for one hour each day to prospect.
- Make as many calls as possible.
- Make your calls brief.
- Be prepared with a list of names before you call.
- Work without interruption.
- Consider prospecting during off-peak hours if conventional prospecting times don't work.
- Vary your call times.
- Be organized.
- See the end before you begin.
- Don't stop.
- A Reminder
- Anatomy of a Cold Call
- Your Prospecting and Business Development Strategy
- Handling Objections
- Working With Voice Mail, Administrative Assistants, and Secretaries
- Public Relations: How to Make Your Prospects Come to You
- How to Leverage Your Success
- Tracking Your Progress
- Title: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off
- Release date: August 1995
- Publisher(s): AMACOM
- ISBN: 0814478808
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