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

Name: Lessons from 100,000 Cold Calls Selling Techniques That Work... No Matter How Many Calls You Make
Price: 4.38 USD
Availability: InStock
ISBN: 9781402210341

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…

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 8.00" long x 0.72" 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