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Author: Mark Sanford
Publisher: Montaigne Publishing
ISBN: 0917430301
Category : Telemarketing
Languages : en
Pages : 83
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Book Description
Author: Mark Sanford
Publisher: Montaigne Publishing
ISBN: 0917430301
Category : Telemarketing
Languages : en
Pages : 83
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Book Description
Author: Keith Rosen MCC
Publisher: Penguin
ISBN: 1440696195
Category : Business & Economics
Languages : en
Pages : 340
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Book Description
Does this sound familiar? “If I could get in front of the prospect, the rest of the selling process becomes easier. It’s just getting in front of them that’s the challenge.” The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort, but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results. If you are prospecting the same way you have been for the last several years (including the “calling to check in, touch base or follow-up” approach) or haven’t been prospecting at all, you’re simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don’t like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling. This Complete Idiot’s Guide® will show you how to: • Utilize the seven steps to a permission-based cold calling conversation so that you don’t have to push your presentation and hope there’s a fit. • Create winning voice mail messages that will ensure more return calls. • Develop your MVP (Most Valuable Proposition) that separates you from your competition. • Craft the Compelling Reasons that would motivate a prospect to speak with you. • Prevent and defuse initial objections, such as “I'm not interested,” “We don't have any money now,” or “Call me back later.” • Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives, and natural talents rather than taking the generic, “one size fits all” approach. • Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
Author: Art Sobczak
Publisher: John Wiley & Sons
ISBN: 0470619813
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Author: Matt Wanty
Publisher:
ISBN: 9780692841594
Category :
Languages : en
Pages : 116
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Book Description
Once thought lost and replaced by modern technology, stopgap with emails and voicemails; the skill of cold calling finally returns to the business world in this semi-entertaining sales training book 'The Lost Art of Cold Calling'. Whether you are a B2B sales person or you're a business leader that relies on outbound sales. This could be one of the most important sales training books that you'll ever read. The author is a highly accomplished salesman and he shares the real reasons why cold calling is so hard and why so many sales reps fail at it. Also, find out why cold calling can be vital to business success and why sales training usually doesn't provide the tools needed to become an effective cold caller. In the longest chapter of the book the author shares in detail his cold calling approach which has allowed him to frequently engage in conversations with high level decision makers at major corporations for almost 20 years. The book also provides important details about which decision makers are the most effective for sales people to be calling as well as valuable information on corporate titles and small business owners. Included are cold calling scripts as well as email content, voicemail content and other phone tactics and strategies. 'The Lost Art of Cold Calling' introduces these sales and cold calling concepts: Learn the important difference in outbound sales between Aligning on Timing and Turning the Tide. Find out how to use proven tactics like Quick Chat, Opportunity Knocks, Two Times, and Pretty Please to entice decision makers to pick up their phone. Learn how to understand your company's True Value Proposition and why mastering that information is vital to becoming a great cold caller. Understand what it means to have a Must Reach decision maker and how next steps can add up into big sales pipelines and big success. Learn how to overcome any absolute or general objection by using an effective tactic called Education Trumps Objections. Find out why sales people need to always remember Time Is On Your Side. Make no mistake, the best sales people in the world are still the best cold callers. Success and control go hand in hand. Armed with cold calling skills the best sales people have far more control over their livelihood than their emailing counterparts. These fearless cold calling warriors have the power to impact the timing of purchases by thrusting information on decision makers that may not have otherwise been known. Rather than waiting to align on timing, great sales people instead seek to turn the tide with a conversation. This book will help you do just that.
Author: Jay Conrad Levinson
Publisher: John Wiley & Sons
ISBN: 0471761575
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Ready! Aim! Hired! "This is an immensely helpful book, with the ancient wisdom of recruiters,?and the up-to-date?insights of two skilled Internet surfers. If you're job-hunting, you'll be grateful to learn the tips and tricks of these two seasoned veterans. I learned a lot myself." —Richard N. Bolles, author, What Color Is Your Parachute? "I have been an apprentice, a company president, and a CEO. No other single source provides a more contemporary and embracing job search bible. This book offers literally hundreds of little known insider tips, strategies, out-of-the-box success stories, hands-on exercises, and pearls of wisdom. Many readers will hear the words, 'You're Hired' due to David Perry and Guerrilla Marketing for Job Hunters." —Kelly Perdew, Executive Vice President, Trump Ice winner of The Apprentice 2 "Guerrilla Marketing for Job Hunters is an absolutely 'right on' book for today's job market. It not only has great job search tips but it takes you into the electronic job search system better than anything I've seen written to date." —William J. Morin, Chairman and CEO, WJM Associates, Inc. former CEO of DBM Using a typically unconventional Guerrilla approach, authors Levinson and Perry cover all the basics of a winning campaign. This book covers: Using the Internet for everything from research and job searches to your own Web site, blogs, and podcasting Performing an extreme resume makeover and creating a higher-powered value-based resume Harnessing the full power of Google, LinkedIn, and ZoomInfo to uncover opportunities in the "hidden job market" ahead of your competition (or other job hunters) Branding yourself and selling your strengths in resumes, letters, e-mail, and interviews Guerrilla Marketing for Job Hunters includes real-life war stories from successful job hunters and expert tips and tactics from over 100 prominent headhunters.
Author: Walter Mosley
Publisher: Little, Brown
ISBN: 075952467X
Category : Fiction
Languages : en
Pages : 324
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Book Description
In this thrilling 1950s noir, when a beautiful woman comes into Paris Minton’s life, everything starts falling apart—leaving him no choice but to ask Fearless Jones for help. Mosley returns to mysteries at last with his most engaging hero since Easy Rawlins. When Paris Minton meets a beautiful new woman, before he knows it he has been beaten up, slept with, shot at, robbed, and his bookstore burned to the ground. He's in so much trouble he has no choice but to get his friend, Fearless Jones, out of jail to help him.
Author: Keith Rosen
Publisher: Dorling Kindersley Ltd
ISBN: 0241881773
Category : Business & Economics
Languages : en
Pages : 407
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Book Description
Does this sound familiar? 'If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge'. The fact is most cold-calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with, and can trust to generate greater, consistent results. If you are feeling the same way you have been for the last several years (including the 'calling to check in, touch base or follow-up' approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potetnial and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.
Author: Peter Bowerman
Publisher: WriteInc.
ISBN: 0967059852
Category : Language Arts & Disciplines
Languages : en
Pages : 307
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Book Description
Author: Dave Tester
Publisher:
ISBN: 9781612062075
Category : Business & Economics
Languages : en
Pages : 106
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Book Description
Fix the Leaky Sales Bucket What's the point of investing thousands of dollars to build a business if your front desk team loses customers at "Hello"? Don't let your leads and customers run away--it's time to fix the leaky bucket of phone service and first impressions once and for all. The first step is easy. Following the scripts and tools outlined in this book, your team members will be able to easily communicate with any prospect or customer on the phone, book appointments that stick, get five-star reviews from customers, and handle any situation with confidence. The methods detailed here set up your team members to win. Far too many customers, leads, and prospects are draining out the holes in the bottom of your bucket. We can help you fix the leaky bucket. "Dave Tester is a genius at what he does. His method will take pressure off your team, provide results (our appointments increased by over 35%), and your marketing ROI will shoot through the roof." --Shaun Buck, CEO, The Newsletter Pro "Hands down, the best method to book appointments and increase revenue. My clinic has used Dave's system for a year, and the revenue difference is astounding." --Dr. Derrick Nelson, owner, Town & Country Veterinary Clinic "In the six years Dave has worked with our team, sales have increased over 200%. His ability to adapt his training to each team member's needs was an overwhelming success." --Chris Spates, co-founder and managing partner, Benefit Bank Distributors, Inc. The secret to Dave Tester's coaching, consulting, and speaking success comes from his extensive background in sports journalism and coaching hundreds of business clients. A dedicated student of the great trainers, Dave has developed a tried-and-true system for networking and deal-making that positively changes how companies sell products and services. Dave has owned or operated nearly 25 radio stations and personally trained and coached employees to unprecedented levels--transforming struggling companies into market leaders. Dave has served as a sports anchor for Fox TV Sports, ESPN, CNN, ABC, and CBS, where he won multiple awards for his unique brand of storytelling and gripping play-by-play calls.
Author: WetFeet (Firm)
Publisher: WETFEET, INC.
ISBN: 1582078351
Category : Business & Economics
Languages : en
Pages : 100
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Book Description
