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Cold calling techniques : (that really work!)

Author: Stephan Schiffman
Publisher: Avon, Mass. : Adams Media ; [Newton Abbot] : David & Charles, distributor], 2007.
Edition/Format:   Print book : English : 20th anniversary edView all editions and formats
Summary:
Explains how to make effective sales calls, discusses the importance of preparation, and describes ways to overcome objections, measure progress, and increase sales.
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Document Type: Book
All Authors / Contributors: Stephan Schiffman
ISBN: 9781598691481 1598691481
OCLC Number: 148735488
Notes: Includes index.
Description: xvi, 141 pages ; 22 cm
Contents: Chapter 1 Cold Calling Is Essential 1 --
Chapter 2 By the Numbers 9 --
Chapter 3 Where to Look for Leads 25 --
Chapter 4 Cold Call Mechanics 32 --
Chapter 5 Using Cell Phones 52 --
Chapter 6 Turning Around Common Responses 33 --
Chapter 7 The Ledge 65 --
Chapter 8 Mastering Third-Party and Referral Calls 75 --
Chapter 9 Leaving Messages That Get Results 86 --
Chapter 10 More on Voice Mail 102 --
Chapter 11 E-Mail Tactics 104 --
Chapter 12 Follow-Up Calls 108 --
Chapter 13 The Four-Step Sales Process 115 --
Chapter 14 The Principles of Sales Success 122 --
Appendix Sample Scripts 132.
Responsibility: Stephan Schiffman.

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Provides salespeople with the tools for turning prospects into meetings with decision makers, and then into sales and commissions. This edition contains strategies for dealing with technologies such  Read more...

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"The book every CEO needs to read."--Mark Cuban Recommends "Inc.com "

 
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