Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition
- 3h 32m
- Paul S. Goldner
- AMACOM
- 2006
Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can:
- define and target their ideal market-and stop squandering time, energy, and money on unfocused prospecting
- develop a personalized script utilizing all the elements of a successful cold call
- get valuable information from assistants-and then get past them
- view voice mail not as a frustrating barrier, but as a unique opportunity
Red-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
About the Author
PAUL S. GOLDNER (Goldens Bridge, New York) is a sought-after speaker, trainer, and consultant specializing in sales strategy and motivation. He is the author of the first edition of Red-Hot Cold Call Selling, which has sold over 50,000 copies to date.
In this Book
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Red-Hot Cold Call Selling—Prospecting Techniques That Really Pay Off, Second Edition
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Prospecting—An Essential Element to Your Selling Success
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What Is Prospecting?
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The Power of Prospecting
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Becoming Rejection-Proof
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Smart Prospecting
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The 10 Commandments of Prospecting
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Anatomy of a Cold Call
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Your Prospecting and Business- Development Strategy
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Handling Objections
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Working with Voice Mail and Administrative Assistants
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Public Relations—How to Make Your Prospects Come to You
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How to Leverage Your Success
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Tracking Your Progress
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Conclusion—Final Thoughts—The Four Steps to Success
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Bibliography
