Cold Calling Techniques (That Really Work!)
eBook - ePub

Cold Calling Techniques (That Really Work!)

  1. 160 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Cold Calling Techniques (That Really Work!)

About this book

The definitive guide to cold calling success!


For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to:

  • Turn leads into prospects
  • Learn more about the client's needs
  • Convey the ability to meet the client's demands
  • Overcome common objections

With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!

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Information

Publisher
Adams Media
Year
2013
Print ISBN
9781440572173
eBook ISBN
9781440572180
Topic
Business
Subtopic
Business General
Index
Business

Table of contents

  1. Title Page
  2. Dedication
  3. Contents
  4. Preface to the Seventh Edition
  5. Introduction
  6. Chapter 1: Cold Calling Is Essential
  7. Chapter 2: By the Numbers
  8. Chapter 3: Where to Look for Leads
  9. Chapter 4: Cold Call Mechanics
  10. Chapter 5: Turning Around Common Responses
  11. Chapter 6: The Ledge
  12. Chapter 7: Mastering Third-Party and Referral Calls
  13. Chapter 8: Leaving Messages That Get Results
  14. Chapter 9: E-Mail Tactics
  15. Chapter 10: Follow-Up Calls
  16. Chapter 11: The Four-Step Sales Process
  17. Chapter 12: The Principles of Sales Success
  18. Appendix: Sample Scripts
  19. About the Author
  20. Acknowledgments
  21. Copyright

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