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Red-hot cold call selling : prospecting techniques that pay off

Author: Paul S Goldner
Publisher: New York : AMACOM, ©1995.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"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  Read more...
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Details

Document Type: Book
All Authors / Contributors: Paul S Goldner
ISBN: 0814478808 9780814478806
OCLC Number: 32856070
Description: x, 150 pages : illustrations ; 23 cm
Contents: 1. Prospecting: An Essential Element to Your Selling Success --
2. What Is Prospecting? --
3. Why Prospect? --
4. Becoming Rejection-Proof --
5. Smart Prospecting --
6. The Ten Commandments of Prospecting --
7. Anatomy of a Cold Call --
8. Your Prospecting and Business Development Strategy --
9. Handling Objections --
10. Working With Voice Mail, Administrative Assistants, and Secretaries --
11. Public Relations: How to Make Your Prospects Come to You --
12. How to Leverage Your Success --
13. Tracking Your Progress.
Responsibility: Paul S. Goldner.

Abstract:

This guide contains proven tips and techniques for successfully employing the "cold call" in the selling cycle, giving readers the competitive edge they need for achieving big profits. It outlines a  Read more...

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    schema:reviewBody ""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."--BOOK JACKET." ;
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