Description
If you hate prospecting, think how much those prospects dread your cold calls! You need techniques that energize and motivate both you and your potential customers. Welcome to Knock Your Socks Off Prospecting. Filled with logical, easy-to-use tools, step-by-step skill-building exercises, real-life stories, and amusing anecdotes (along with John Bush’s clever illustrations), this practical and entertaining book helps you improve your communications skills, identify prospects (real ones), and maximize the productivity of your prospecting time. You’ll also get the most valuable collection of how-to cold-calling tips you’ve ever seen, and follow-up techniques guaranteed to win more sales! William “Skip” Miller is President of M3 Learning, a sales training firm established in 1996. He is the author of ProActive Selling and ProActive Sales Management. Mr. Miller lives in Los Gatos, California. Ron Zemke was a coauthor of Knock Your Socks Off Selling, as well as the coauthor of all the books in the Knock Your Socks Off Service series and of the customer service classic Service America! “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. Its 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 Customers Language 45 10. Sell to Their Values, Not Yours 53 11. Dont Sell Stuff, Sell Solutions 59 12. You Sell Change 65 13. Execution: The True Art of the Sale 69 Part Two: The How-Tos 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. Whos Driving? 103 21. Transfer of Ownership 109 22. Its 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. Its All About You 157 Index 159”
