02041nam a22003254a 4500 ebr10120167 CaPaEBR m u cr cn||||||||| 050112s2005 nyua s 001 0 eng 2005000981 0814472850 CaPaEBR CaPaEBR (OCoLC)560040887 HF5438.3 .M55 2005eb 658.8/72 22 Miller, William, 1955- Knock your socks off prospecting [electronic resource] : how to cold call, get qualified leads, and make more money / by William "Skip" Miller & Ron Zemke. New York : AMACOM, c2005. xi, 162 p. : ill. Includes index. Gee, ma, do i hafta? -- Make money easier -- It's all about them -- Turn strangers into customers -- The ole' numbers game -- A winning formula -- Time management I: the proactive sales matrix -- Time management II: the power hour -- Speak the customer's language -- Sell to their values, not yours -- Don't sell stuff, sell solutions -- You sell change -- Execution: the true art of the sale -- Your 30-second speech -- 30-second variations: the opening -- 30-second variations: WIIFM -- Summary and flip -- leaving a message -- Own the process -- Who's driving -- Transfer of ownership: internal and external dragons -- It's about time -- Summary, bridge, pull -- Handling no: which no is that? -- Call #2: second 30-second speech -- Trip-Tik -- Two paths: value vs. solution -- Putting the cart before the horse -- It's all about you. Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries. Telephone selling. Selling. Electronic books. local Zemke, Ron. ebrary, Inc. http://site.ebrary.com/lib/rucke/Doc?id=10120167 An electronic book accessible through the World Wide Web; click to view 110491 110491