Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Table of contents

1. Copyright
2. Acknowledgments
3. Preface
4. Prospecting: An Essential Element to Your Selling Success
   1. Steps in the Sales Cycle
   2. Your Path to Success
5. What Is Prospecting?
   1. Is the Glass Half Full or Half Empty?
   2. The Sun Does Rise in the East and Set in the West
   3. What's in It for Me?
   4. The Law of Sowing and Reaping
   5. A Positive Outlook
6. Why Prospect?
   1. A Day in the Life of a Sales Professional
   2. Just Do It
7. Becoming Rejection-Proof
   1. Educating Your Prospects
   2. Continuing the Selling Process
   3. Persistence Pays Off
   4. Overcoming the Fear of Rejection Through Diversification
   5. Believe in Your Product; Believe in Yourself
8. Smart Prospecting
   1. Fishing for Whales
   2. The Sales Portfolio
   3. Defining Your Target Market
   4. Segmenting Your Target Market
   5. Goals for Your Target Market
   6. Winning With Smart Prospecting
9. The Ten Commandments of Prospecting
   1. Make an appointment with yourself for one hour each day to prospect.
   2. Make as many calls as possible.
   3. Make your calls brief.
   4. Be prepared with a list of names before you call.
   5. Work without interruption.
   6. Consider prospecting during off-peak hours if conventional prospecting times don't work.
   7. Vary your call times.
   8. Be organized.
   9. See the end before you begin.
   10. Don't stop.
   11. A Reminder
10. Anatomy of a Cold Call
    1. Get the Prospect's Attention
    2. Introduce Yourself
    3. State Your Reason for Calling
    4. Ask a Question
    5. Get the Appointment
    6. Review the Cold Call Script
    7. Your Cold Calling Tool Kit
11. Your Prospecting and Business Development Strategy
    1. Getting the Appointment
    2. Losing a Sale: What Next?
12. Handling Objections
    1. Developmental Stages in the Learning Process
    2. Famous Objections
    3. Can You Turn Around Every Objection?
13. Working With Voice Mail, Administrative Assistants, and Secretaries
    1. Working With Voice Mail
    2. Working With Administrative Assistants or Secretaries
14. Public Relations: How to Make Your Prospects Come to You
    1. Press Releases
    2. Newsletters
    3. Public Speaking
    4. Networking
15. How to Leverage Your Success
16. Tracking Your Progress
    1. Arguments Against Sales Reporting
    2. Arguments Supporting Sales Reporting
    3. Your Sales Tracking Form
17. Conclusion
    1. Final Thoughts: The Four Steps to Success
18. Bibliography