Knock your socks off prospecting: how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke.
Miller, William, 1955-; Zemke, Ron.
2005
HF5438.3 .M55 2005
Available Online

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Title Knock your socks off prospecting: how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke.
Author Miller, William, 1955-
ISBN 0814472850
Publication Details New York : AMACOM, c2005.
Language English
Description xi, 162 p. : ill.
Call Number HF5438.3 .M55 2005
Dewey Decimal Classification 658.8/72
Note Includes index.
Access Note Access limited to authorized users.
Added Author Zemke, Ron.
Linked Resources Online Access
Record Appears in Online Resources > Ebooks
All Resources
Gee, ma, do i hafta?
Make money easier
It's all about them
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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
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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.

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