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Knock Your Socks Off Prospecting


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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(R) 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"

About the Author

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!

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