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Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
US $32.93
ApproximatelyS$ 42.02
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Brand New
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Item specifics
- Condition
- Brand New: A new, unread, unused book in perfect condition with no missing or damaged pages. See all condition definitionsopens in a new window or tab
- MPN
- 9780071805421
- Brand
- McGraw-Hill Education
- Style
- ABIS_BOOK
- ISBN
- 9780071805421
About this product
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071805427
ISBN-13
9780071805421
eBay Product ID (ePID)
143539311
Product Key Features
Book Title
Smart Prospecting That Works Every Time!: Win more Clients with Fewer Cold Calls
Number of Pages
256 Pages
Language
English
Publication Year
2013
Topic
Training, Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Trade Paperback
Dimensions
Item Height
0.7 in
Item Weight
12.3 Oz
Item Length
9 in
Item Width
6 in
Additional Product Features
Intended Audience
Trade
LCCN
2012-038430
Dewey Decimal
658.85
Table Of Content
Table of Contents Reviews3 Dedication4 Acknowledgements9 How to use this book13 Chapter 1: How does a prospect think?16 The story of Pat16 Definitions17 Know thyself18 DiSC® behavior assessment19 The DiSC Learning Model20 Connect-Connect-Connect22 Working with Personal Behavior Styles22 How to interact, persuade and sell effectively with each quadrant24 Now behave!27 Kolb''s experiential learning styles model28 Four learning styles35 Master behavior and learning styles35 Fear of rejection38 Inactivity is a decision39 What if you don''t...40 Control that fear!42 Chapter 2: He shoots, he scores!43 What are goals?43 Setting your goals45 SMARTER goals47 Fear of goal setting49 Goal Setting Formula53 Sales Pro Calling Success Tracker59 212: The Extra Degree60 Actions vs. accomplishments60 What about those risks, obstacles and issues?61 Adjusting your attitude63 Make your self-talk positive too64 Chapter 3: What prospects value67 The power of UVP67 What are you selling?69 Understanding USP and UVP70 Uncovering your USP and UVP72 Online survey resources72 Chapter 4: Ready, fire, aim!77 Start with the end in mind83 Your target market85 Why define a target market?85 How do you define your target market?86 Just hatched?91 The Pareto principle91 Your target market action plan92 Finding the Decision Maker94 Chapter 5: Cultivating great bedside manners101 Developing your approach101 No such thing as a cold call104 Tone on the Phone104 Have a purpose105 Nurturing your leads105 Telephone approach106 Voicemail approach107 Email approach108 Approach letter with/without information packet108 Chapter 6: Circling the wagons113 The Numbers!114 Timing116 Weekly calendar118 Call and contact sequence123 Technology options125 Chapter 7 Breaching the fortress139 Approach letters140 Approach letter template141 Approach Email149 Readability statistics149 Subject lines151 All about your opening statement154 Opening statement mastery156 Start with benefits156 What''s new?156 Simplify your approach157 More good words to use158 Avoid these worn out phrases159 Don''t forget FUD160Opening statement template162 Signature blocks163 Email timing164 Voicemail and live messages166 Sacred rules of all approach calls166 Script mastery workshop168 Script examples and creation170 Sales Clown sample voicemail #1171 Sales Pro sample voicemail #1172 Your turn173Sales Pro example live call #1173 The close!177Sales Pro sample voicemail #2186 Sales Clown sample email #2188 Sales Pro sample email #2189 Email content190Opening statement mastery workshop191 Putting it all together192 Objection handling198 Objection mastery200 Cutting your losses202 Email follow up #3204 Chapter 8: Objectives are closer than they appear 207 Sales professionals'' biggest mistakes208 Using LinkedIn Effectively209 LinkedIn Checklist209 Ten Tips on Building a Strong Profile209 Chapter 9 Soup to Nuts212 Chapter 10 Your SMART Prospecting launch245 Appendix A: Understand Your Behavior247 Recognizing and Working with Personal Behavior Styles 250 Appendix B: Prospect Psychology Template253 Appendix C: Opening statement template255 Appendix D: Daily Time Management Log257 Appendix E: Sales Sense Letter Framework261 Appendix F: Prospect Approach Planning Checklist 262 Appendix G: Pre-call checklist265 Appendix H: Post-call Evaluation267 Appendix I: Call script worksheets269 Appendix J: SMART Prospecting: That Works Every Time! book evaluation274 Thank you!274 Appendix K Index275 Call me!283
Synopsis
Get More Face Time and Higher Close Rates--the SMART Way Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever. "Krause is an uncommon salesperson and author who can turn his common sense into your common dollars." -- Jeffrey Gitomer, author of The Little Red Book of Selling "By implementing Mike's strategies, you will reap the benefits of making stronger connections with your ideal clients. Read it, use it, and succeed!" -- Tom Hopkins, author of How to Master the Art of Selling " Smart Prospecting cuts through the clutter and gets to the heart of making cold calls successfully." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies "This is not just a must-read, it is must-do book for everyone in sales." -- Stephan Schiffman, author of Cold Calling Techniques (That Really Work!), Get More Face Time and Higher Close Rates--the SMART Way Smart Prospecting That Works Every Time introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever. "Krause is an uncommon salesperson and author who can turn his common sense into your common dollars." -- Jeffrey Gitomer, author of The Little Red Book of Selling "By implementing Mike's strategies, you will reap the benefits of making stronger connections with your ideal clients. Read it, use it, and succeed " -- Tom Hopkins, author of How to Master the Art of Selling " Smart Prospecting cuts through the clutter and gets to the heart of making cold calls successfully." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies "This is not just a must-read, it is must-do book for everyone in sales." -- Stephan Schiffman, author of Cold Calling Techniques (That Really Work )
LC Classification Number
HF5438.25.K73 2013
Item description from the seller
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Seller feedback (191)
- r***n (785)- Feedback left by buyer.Past monthVerified purchaseGreat seller and super fast shipment! Thanks
- b***d (233)- Feedback left by buyer.Past monthVerified purchaseExcellent service
- 5***n (1271)- Feedback left by buyer.Past monthVerified purchasePerfect