附註:Includes bibliographical references (page 145) and index.
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.
摘要: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.
