Knock Your Socks Off Prospecting

How to Cold Call, Get Qualified Leads, and Make More Money

 Knock Your Socks Off Prospecting

Authors: William "Skip" Miller, Ron Zemke
Pub Date: June 2005
Print Edition: $16.95
Print ISBN: 9780814472859
Page Count: 176
Format: Paper or Softback
e-Book ISBN: 9780814428719

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Table of Contents

"Preface v

Acknowledgments vii

Introduction: The Art of Prospecting ix

Part One: The Fundamentals of Knock Your Socks Off Prospecting 1

1. Gee, Ma, Do I Have To? 3

2. Make Money Easier 7

3. It’s All About Them 11

4. Turn Strangers into Customers 15

5. The Ol’ Numbers Game 21

6. A Winning Formula 27

7. Time Management I: The ProActive Sales Matrix 33

8. Time Management II: The PowerHour 41

9. Speak the Customer’s Language 45

10. Sell to Their Values, Not Yours 53

11. Don’t Sell Stuff, Sell Solutions 59

12. You Sell Change 65

13. Execution: The True Art of the Sale 69

Part Two: The How-To’s of Cold Calling 73

14. Your Thirty-Second Speech 75

15. Thirty-Second Variations: The Opening 83

16. Thirty-Second Variations: WIIFM? 87

17. Summary and Flip 91

18. Leaving a Message 95

19. The Buying Process 99

20. Who’s Driving? 103

21. Transfer of Ownership 109

22. It’s About Time 115

23. Summarize, Bridge, Pull 121

24. Handling NO!: Which No Is That? 129

Part Three: Following Up 135

25. Call #2: Second Thirty-Second Speech 137

26. TripTik® 143

27. Two Paths: Value vs. Solution 149

28. Putting the CART Before the Horse 153

29. It’s All About You 157

Index 159"

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