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Knock your socks off prospecting : =...

Zemke, Ron.

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Knock your socks off prospecting : = how to cold call, get qualified leads, and make more money /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Knock your socks off prospecting :/ by William "Skip" Miller & Ron Zemke.
Reminder of title:	how to cold call, get qualified leads, and make more money /
Author:	Miller, William,
other author:	Zemke, Ron.
Published:	New York :AMACOM, : c2005.,
Description:	xi, 162 p. :ill. ;23 cm.
Notes:	Includes index.
[NT 15003449]:	Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call
Subject:	Selling. -
Online resource:	http://www.loc.gov/catdir/toc/ecip056/2005000981.htmlhttp://www.loc.gov/catdir/toc/ecip056/2005000981.html
ISBN:	0814472850 (pbk.) :

Knock your socks off prospecting : = how to cold call, get qualified leads, and make more money /
Miller, William,1955-.

Knock your socks off prospecting :how to cold call, get qualified leads, and make more money /by William "Skip" Miller & Ron Zemke. - New York :AMACOM,c2005. - xi, 162 p. :ill. ;23 cm.

Includes index.

Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call

ISBN: 0814472850 (pbk.) :US16.95

LCCN: 2005000981Subjects--Topical Terms:

643554
Selling.

LC Class. No.: HF5438.3 / .M55 2005

Dewey Class. No.: 658.8/72

Knock your socks off prospecting : = how to cold call, get qualified leads, and make more money /
LDR:01558pam a2200193 a 45 001 712529
005 20070319
008 070313s2005 nyua 001 0 eng
010 $a 2005000981
020 $a 0814472850 (pbk.) : $c US16.95
035 $a IB95T0615
040 $a DLC $c DLC $d DLC
050 0 0 $a HF5438.3 $b .M55 2005
082 0 0 $a 658.8/72 $2 22
100 $a Miller, William, $d 1955-. $3 779628
245 1 0 $a Knock your socks off prospecting : $b how to cold call, get qualified leads, and make more money / $c by William "Skip" Miller & Ron Zemke.
260 $a New York : $c c2005. $b AMACOM,
300 $a xi, 162 p. : $b ill. ; $c 23 cm.
500 $a Includes index.
505 0 $a Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call $2 : second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It's all about you.
650 $a Selling. $3 643554
650 $a Telephone selling. $3 754595
700 $a Zemke, Ron. $3 769740
856 4 1 $3 Table of contents $u http://www.loc.gov/catdir/toc/ecip056/2005000981.html $z http://www.loc.gov/catdir/toc/ecip056/2005000981.html