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Lessons from 100,000 Cold Calls Selling Techniques That Work... No Matter How Many Calls You Make

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ISBN-10: 1402210345

ISBN-13: 9781402210341

Edition: 2008

Authors: Stewart Rogers

List price: $16.99
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Stewart Rogers has made 100,000 cold calls?and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success. Compiling his lessons and techniques into an easy-to-use guide, Rogers shows salespeople how to: -Set realistic, yet challenging goals -Build a master database of sales prospects -Write simple yet powerful scripts -Build immediate and intimate trust by phone -Sell concept and credibility in 60 seconds -Sell ethically by phone Free audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls…    
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Book details

List price: $16.99
Copyright year: 2008
Publisher: Sourcebooks, Incorporated
Publication date: 1/1/2008
Binding: Paperback
Pages: 288
Size: 5.50" wide x 7.75" long x 0.75" tall
Weight: 0.836
Language: English

Welcome to My World
Selling black cats at midnight
Nobody does it better
Element of surprise
Personal contact
Immediate feedback
Flexibility
Cost effectiveness
Your mission, should you choose to accept it
Evolution
Specific roles
For best results
Houston, we have a problem!
Navigational error
System failure
Fuel shortage
Selling 101
The dancing refrigerator
Organizational benefits
Individual benefits
Relative value
Trust makes the world go 'round
Trust-based selling
Barriers to trust
Can your company be trusted?
Old friends are the best friends
Will you be my neighbor?
Bigger is better, sometimes
The establishment
The wow factor
Can you be trusted?
I am you, and you are me.
I like; therefore, I buy.
Straight shooters
Wise guys
Hear me, heal me
A helping profession
Celebrity sells
I believe in you and me
Event-driven marketing
Organizational changes
Market trends
Competition
Cost increases
New regulations
Disasters
The Right Companies
The case of Big Bob
Target marketing
Location
Organization
Size
Revenue
Years in business
Nature of business
Other variables
Epilogue
The Right People
A day in the life
Busy
Stressed
Skeptical
Hopeful
Ambitious
You are what you do
Entrepreneurs
Sole-proprietors
Chief Executive Officers (CEOs)
Chief Financial Officers (CFOs)
Chief Operations Officers (COOs)
Chief Information Officers (CIOs)
Sales Managers
Marketing Managers
Professionals
Educational leaders
Government officials
Hot buttons
Newcomers
Old timers
Public figures
Pet projects
Decision making
Five styles
Adolescents
Who to avoid
Names
In-house information
Company website
Internet search
Local publications
List brokers
Asking
Goals & Priorities
Set a course
The balance
Process goals
Outcome goals
In the end
Eat dessert first
Ranking systems
Caution
Master Database
Compiling data
Clean-up
De-duping
Reformatting
Merge/purge
Do not call
Data management software
Fields
Functionality
Know Your Stuff
The semi-expert
Features
Benefits
Objections
Customer service
Legal and safety
Price
Technical terms
Competitive advantage
Back-up
Cheat sheets
Experts
Collateral material
Sound Power
Use the Force, Luke
In the beginning
Tones
Harmonic conversion
Loudness
Rate
Pitch
Intonation
Fluency
Enunciation
Pronunciation
Variations
Warmth
Energy
Interference
Connections
Nonverbal
Getting In
Direct dial
Research
The receptionist
Gatekeepers
Plan A
Plan B
Acceptance
When to call
What to Say
Winning words
The sweetest sound
Being polite
Subliminal "Yes"
Too much of a good thing
You had me at hello
The greeting
The answer
And you?
Variations
Detractors
The fifteen-second introduction
Essential message
Script
The sixty-second overview
Script
Transitional questions
What's next?
"Yes!"
Call to action
Timing
The magic words
"I have a question."
Thanks
The real issue
Active listening
What they want to hear
"Ask me a question."
Basics
Don't
Step-by-step
Conclusions
"I have an objection."
Before you start
No need
No money
No time
No trust
No authority
"I'm not interested."
Leave a message
Script
Why messages make sense
Follow-up
Action items
Hand-offs
Repeat calls
E-mail
Record keeping
Self-Management
Fear
Kiss of death
The boogeyman
Playing to win