Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition

Table of contents

1. Copyright
2. Preface
3. Acknowledgments
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. Keeping Track of Contacts
   3. Your Most Valuable Asset
   4. The Sun Does Rise in the East and Set in the West
   5. What’s in It for Me?
   6. The Law of Sowing and Reaping
   7. A Positive Outlook
6. The Power of Prospecting
   1. Just Do It
   2. Sales Time Management
   3. The Power of Five Calls
   4. Proactively Prospecting
7. Becoming Rejection-Proof
   1. The Selling Life-Cycle Paradigm: Educating Your Prospects
   2. Continuing the Selling Process
   3. Keep the Sales Pipeline Full
   4. Remember: It’s About Educating Your Prospect
   5. Persistence Pays Off
   6. Overcoming the Fear of Rejection Through Diversification
   7. Believe in Your Product; Believe in Yourself
8. Smart Prospecting
   1. Fishing for Whales
   2. Enterprise Versus Territory Account Management
   3. Sources for Account Research and Planning
   4. The Sales Portfolio
   5. Defining Your Target Market
   6. Segmenting Your Target Market
   7. Goals for Your Target Market
   8. Winning with Smart Prospecting
9. The 10 Commandments of Prospecting
   1. Commandment 1: Make an appointment with yourself for one hour each day to prospect
   2. Commandment 2: Make as many calls as possible
   3. Commandment 3: Make your calls brief
   4. Commandment 4: Be prepared with a list of names before you call
   5. Commandment 5: Work without interruption
   6. Commandment 6: Consider prospecting during off-peak hours instead of during conventional prospecting times
   7. Commandment 7: Vary your call times
   8. Commandment 8: Be organized
   9. Commandment 9: Envision the end before you begin
   10. Commandment 10: Don’t stop at the close of the sale
   11. A Reminder
10. Anatomy of a Cold Call
    1. Develop a Script
    2. Get the Prospect’s Attention
    3. Introduce Yourself
    4. State Your Reason for Calling
    5. Ask a Question
    6. Get the Appointment
    7. Review the Cold-Call Script
    8. Your Cold-Calling Tool Kit
11. Your Prospecting and Business-Development Strategy
    1. Getting the Appointment
    2. What Next?
    3. Losing a Sale: What’s 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 and Administrative Assistants
    1. Working with Voice Mail
    2. Working with Administrative Assistants
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. Final Thoughts: The Four Steps to Success
    1. Step 1: Set Goals
    2. Step 2: Have Confidence
    3. Step 3: Be Persistent
    4. Step 4: Have Fun
18. Bibliography
19. Index