Successful Cold Call Selling

Author: Lee Boyan
Publisher: Amacom Books
ISBN: 0814477186
Release Date: 1989
Genre: Business & Economics

Tells how to find prospective customers, make effective use of the telephone, identify those in authority, deal with receptionists, and evaluate one's performance

42 Rules of Cold Calling Executives

Author: Mari Anne Vanella
Publisher: Happy About
ISBN: 9780979942839
Release Date: 2008-01-01
Genre: Business & Economics

Contains some of the fundamental principles Vanella has developed over the course of her career. Her clients and her own company use this approach to execute the top performing programs in the industry.

Knock Your Socks Off Prospecting

Author: William Miller
Publisher: AMACOM/American Management Association
ISBN: 0814428711
Release Date: 2005
Genre: Business & Economics

Another knockout in the grand tradition of "Knock Your Socks Off Service"!

Cold Calling Techniques That Really Work

Author: Stephen Schiffman
Publisher: Simon and Schuster
ISBN: 9781440572173
Release Date: 2014-01-18
Genre: Business & Economics

The definitive guide to cold calling success! For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to: Turn leads into prospects Learn more about the client's needs Convey the ability to meet the client's demands Overcome common objections With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!

Smart Calling

Author: Art Sobczak
Publisher: John Wiley & Sons
ISBN: 9781118637517
Release Date: 2013-03-25
Genre: Business & Economics

Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.

Cold Calling for Chickens

Author: Bob Etherington
Publisher: Marshall Cavendish International Asia Pte Ltd
ISBN: 9789814794862
Release Date: 2018-02-15
Genre: Business & Economics

Cold calling – making contact with strangers – is the biggest fear confronting businesspeople, especially those who work in sales and marketing. “Put me in front of a customer and I can persuade them to buy anything … just don’t ask me to cold call!!” Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence. 10 reasons you must buy this book and start winning new customers tomorrow! 1. It is written by somebody who does it successfully every week. 2. Cold calling is fun, and much, much easier than you think. 3. Cold calling is 10 times more effective and less costly than “networking parties,” website promotion or advertising. 4. 95% of your competitors are too scared to do it. That means there’s a lot of business out there waiting for you. 5. The only people who tell you that cold calling doesn’t work are those too scared to do it themselves. 6. You actually overcome your fear by becoming an even bigger “chicken.” 7. “No’s” are not bad things. Go for more “no’s.” Two is not enough – success usually comes on the sixth attempt. 8. Seven simple questions will usually get you to a “yes.” 9. The 5% of sellers who do it properly are taking 85% of the new business in your market. By using the material in this book you will make sure you join the few. 10. “Build a better mousetrap and the world will beat a path to your door”? The biggest lie in business! Your market is now too crowded with businesses that look just like yours (however much you kid yourself). So if not cold calling, how are you going to find new customers? [Facsimile reprint edition]

Computer Assisted Survey Information Collection

Author: Reginald P. Baker
Publisher: John Wiley & Sons
ISBN: 0471178489
Release Date: 1998-10-23
Genre: Mathematics

The latest computer assisted methods for survey research Computer assisted survey information collection (CASIC) methods are rapidly replacing traditional "paper and pencil" survey procedures. Researchers now apply computer technologies at every step of the survey process, from automating interviews and computerizing data collection to data capture and preparation. CASIC techniques are reshaping today's survey research and methodology --and redefining tomorrow's. Computer Assisted Survey Information Collection is the most up-to-date and authoritative resource available on CASIC methods and issues. Its comprehensive treatment provides the scope needed to evaluate past development and implementation of CASIC designs, to anticipate its future directions, and to identify new areas for research and development. Written in an array of evidentiary styles by more than 60 leading CASIC practitioners from numerous disciplines, this coherently organized volume: * Covers CASIC development and its integration into existing designs and organizations * Discusses instrument development and design * Examines survey design issues, including the incorporation of experiments * Discusses case management of automated survey systems * Evaluates training and supervision of computer assisted interviewers * Reviews self-administered surveys, including optically scannable mail surveys * Considers emerging technologies, such as voice recognition, pen-CASIC, and the Web as a data collection tool. Supplemented with copious tables, figures, and references as well as an extensive glossary, Computer Assisted Survey Information Collection provides a solid foundation in CASIC for seasoned research-survey practitioners and graduate students across a broad spectrum of social science disciplines.

The Sales Survival Handbook

Author: Ken Kupchik
Publisher: AMACOM
ISBN: 9780814438657
Release Date: 2017-09-07
Genre: Business & Economics

"The Sales Survival Handbook, the funniest sales book of all time." --Hubspot Working in sales, you have the opportunity to make more money and drink more coffee than you ever thought possible! You also get these bonus benefits: customers who lie to your face, quotas that change as soon as you hit them, management that puts soul-crushing demands on you to produce . . . and so much pressure you're likely to experience PSSD (Post Sales Stress Disorder). Whether you've been in sales for a while, are new to the game, or just need a lift, this humorous yet practical guide shows you how to: Overcome objections without tears * Get out of a sales slump...legally * Cold call without sedatives * Beg for referrals * Spot common types of customers, coworkers, and managers * Decipher compensation plans * Deal with the day-to-day * Maintain a social life (mission impossible) * And much, much more The Sales Survival Handbook contains all the do's, don'ts, quizzes, lists, and real-world advice you need to survive the agony and enjoy the ecstasy of your sales career.

The Everything Store

Author: Brad Stone
Publisher: Little, Brown
ISBN: 9780316219259
Release Date: 2013-10-15
Genre: Business & Economics

"An immersive play-by-play of the company's ascent.... It's hard to imagine a better retelling of the Amazon origin story." -- Laura Bennett, New Republic Amazon.com's visionary founder, Jeff Bezos, wasn't content with being a bookseller. He wanted Amazon to become the everything store, offering limitless selection and seductive convenience at disruptively low prices. To do so, he developed a corporate culture of relentless ambition and secrecy that's never been cracked. Until now. Brad Stone enjoyed unprecedented access to current and former Amazon employees and Bezos family members, and his book is the first in-depth, fly-on-the-wall account of life at Amazon. The Everything Store is the book that the business world can't stop talking about, the revealing, definitive biography of the company that placed one of the first and largest bets on the Internet and forever changed the way we shop and read.

Dictionary of Business

Author: Peter Hodgson Collin
Publisher: Taylor & Francis
ISBN: 1579580777
Release Date: 1998-01
Genre: Business & Economics

The bestselling Dictionary of Business, now available in a completely revised second edition, covers the basic business vocabulary of both British and American English: it now includes 12,000 main headwords. The terms cover all aspects of business life from the office to the stock exchange to international business trade fairs. Clear definitions are included for each term, together with usage examples drawn whenever possible from both business and popular newspapers and magazines--to demonstrate how the terms are used in practice--part of speech, grammar notes, and encyclopedic comments for the more complex terms. The Dictionary of Business also now includes phonetic pronunciation guides for all headwords. Supplements provide information on business practice, standard financial documents, and world currencies. A special feature of the Dictionary of Business is its emphasis on differentiating British and American usage--a boon to international businessmen and researchers who are often frustrated in their dealings and studies by subtle differences between these two main forms of business English.

Red Hot Cold Call Selling

Author: Paul S. Goldner
Publisher: AMACOM Div American Mgmt Assn
ISBN: 081442953X
Release Date: 2006-07-06
Genre: Business & Economics

Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can: * define and target their ideal market -- and stop squandering time, energy, and money on unfocused prospecting * develop a personalized script utilizing all the elements of a successful cold call * get valuable information from assistants -- and then get past them * view voice mail not as a frustrating barrier, but as a unique opportunity Red-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.

Zane Grey Collection Riders of the Purple Sage The Call of the Canyon The Man of the Forest The Desert of Wheat and Much More

Author: Zane Grey
Publisher: Xist Publishing
ISBN: 9781681958170
Release Date: 2016-03-18
Genre: Literary Collections

The Master of the Western Novel; Zane Grey This collection of Zane Grey novels includes: Riders of the Purple Sage The Call of the Canyon The Man of the Forest The Desert of Wheat The Heritage of the Desert The Last Trail The Light of Western Stars Betty Zane The Lonestar Ranger The Mysterious Rider The Rustlers of Pecos County The Spirit of the Border Desert Gold The Border Legion The Day of the Beast The Last of Plainsmen The Rainbow Trail

Improve Your Career Performance Collection

Author: Ken Blanchard
Publisher: FT Press
ISBN: 9780133739848
Release Date: 2013-08-19
Genre: Business & Economics

In Leading at a Higher Level , Updated Edition, Blanchard and his colleagues bring together everything they've learned about world-class leadership. You'll discover how to create targets and visions based on the "triple bottom line"...and make sure people know who you are, where you're going, and the values that will guide your journey. From start to finish, this book extends Blanchard's breakthrough work on delivering legendary customer service, creating "raving fans," and building "Partnerships for Performance" that empower everyone who works for and with you. Updated throughout, this new edition contains two powerful, important new chapters: one on coaching to create higher-level leaders, and another on creating a higher-level culture throughout your organization. It also offers the definitive, most up-to-date techniques for leading yourself, individuals, teams, and entire organizations. Most importantly, it will help you dig deep within, discover the personal "leadership point of view" all great leaders possess-and apply it throughout your entire life. In Helping People Win at Work , WD-40 Company President/CEO Garry Ridge reveals how his company has used Blanchard's techniques to "Partner for Performance" with every employee, and achieve unprecedented levels of employee engagement and commitment. Ridge introduces WD-40's performance review system, explaining its goals, its features, and the cultural changes it required. Next, Ridge shares his "leadership point of view": what he expects of people, what they can expect of him, and where his beliefs about leadership and motivation came from. Finally, in Part IV, Ken Blanchard explains why WD-40's Partnering for Performance program works so well and how it can work for you, too. This book isn't about cheerleading: it's about transforming performance review one step at a time and reaping record-breaking results!

Cold Tangerines

Author: Shauna Niequist
Publisher: Zondervan
ISBN: 9780310329305
Release Date: 2010-08
Genre: Religion

Cold Tangerines---now available in softcover---is a collection of stories and ideas about the life of celebration that God gives you. This book offers a vision of life as a collection of bright and varied glimpses of hope and redemption and celebration, in and among the heartbreak and boredom and broken glass.