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Knock your socks off prospecting = h...

Zemke, Ron.

Knock your socks off prospecting = how to cold call, get qualified leads, and make more money /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Knock your socks off prospecting/ by William "Skip" Miller & Ron Zemke.
Reminder of title:	how to cold call, get qualified leads, and make more money /
Author:	Miller, William,
other author:	Zemke, Ron.
Published:	New York :AMACOM, : c2005.,
Description:	xi, 162 p. :ill. :
Notes:	Includes index.
Subject:	Selling. -
Online resource:	Click to View

Knock your socks off prospecting = how to cold call, get qualified leads, and make more money /
Miller, William,1955-

Knock your socks off prospectinghow to cold call, get qualified leads, and make more money /[electronic resource] :by William "Skip" Miller & Ron Zemke. - New York :AMACOM,c2005. - xi, 162 p. :ill.

Includes index.

Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- 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 -- Who's driving -- 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.

Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.

Subjects--Topical Terms:

562611
Selling.
Index Terms--Genre/Form:

554714
Electronic books.

LC Class. No.: HF5438.3 / .M55 2005

Dewey Class. No.: 658.8/72

Knock your socks off prospecting = how to cold call, get qualified leads, and make more money /
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050 4 $a HF5438.3 $b .M55 2005
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100 1 $a Miller, William, $d 1955- $3 568439
245 1 0 $a Knock your socks off prospecting $h [electronic resource] : $b how to cold call, get qualified leads, and make more money / $c by William "Skip" Miller & Ron Zemke.
260 $a New York : $b AMACOM, $c c2005.
300 $a xi, 162 p. : $b ill.
500 $a Includes index.
505 0 $a Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- 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 -- Who's driving -- 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.
533 $a Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
650 0 $a Selling. $3 562611
650 0 $a Telephone selling. $3 568006
655 4 $a Electronic books. $2 local $3 554714
700 1 $a Zemke, Ron. $3 568440
710 2 $a ProQuest (Firm) $3 1133097
856 4 0 $u https://ebookcentral.proquest.com/lib/nfu/detail.action?docID=243047 $z Click to View

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