Opening Closed Doors: Keys to Reaching Hard-To-Reach People

Overview

Reach the Right People the Right Way and Turn Prospects Into Lasting Customers. "this is not just another book on selling. Weylman shows how to lay the foundation for building a sound, substantial business."—Scott DeGarmo, Publisher, Success magazine. "Most books on selling are filled with positive ways to pump yourself up psychologically for the task. Weylman's work is different. He offers a wealth of specific, tangible tactics for the salesperson to use. What Harvey Mackey did for amateurs, C. Richard Weylman ...

See more details below
Available through our Marketplace sellers.
Other sellers (Hardcover)
  • All (43) from $1.99   
  • New (1) from $45.00   
  • Used (42) from $1.99   
Close
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$45.00
Seller since 2014

Feedback rating:

(146)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Page 1 of 1
Showing All
Close
Sort by
Sending request ...

Overview

Reach the Right People the Right Way and Turn Prospects Into Lasting Customers. "this is not just another book on selling. Weylman shows how to lay the foundation for building a sound, substantial business."—Scott DeGarmo, Publisher, Success magazine. "Most books on selling are filled with positive ways to pump yourself up psychologically for the task. Weylman's work is different. He offers a wealth of specific, tangible tactics for the salesperson to use. What Harvey Mackey did for amateurs, C. Richard Weylman does for professionals."—Al Ries, Co-author, Marketing Warfare and Bottom-Up Marketing. "Sales professionals will now have set of guidelines on how to build trusting relationships with prospects and customers."—Jack I. Criswell, Executive Director, Sales and Marketing, Executives International. "There is not a single page without valuable information salespeople can use to gain access to more customers."—Tom Hopkins, Author, How to Master the Art of Selling.

In today's skeptical marketplace, sales success depends on finding and gaining access to the right customers on a relational basis. This unique guide is filled with hundreds of practical tactics sales professionals and business owners can use to unleash the power of relationship-building in their marketing and prospecting efforts--and reap the benefits in increased acquisition of hard-to-reach customers and ultimately, more sales.

Read More Show Less

Product Details

  • ISBN-13: 9780786301546
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 3/1/1994
  • Edition number: 1
  • Pages: 200
  • Product dimensions: 6.20 (w) x 9.10 (h) x 0.97 (d)

Meet the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Read More Show Less

Table of Contents

Ch. 1 Strategy: Define Your Target and Find Your Niche 7
Ch. 2 Strategy: Determine Whether Your Niche Markets Have True Potential 24
Ch. 3 Strategy: Choose Well So You Can Prosper 41
Ch. 4 Strategy: Tap the Power of Positive Perceptions 51
Ch. 5 Strategy: Demonstrate That You Are Trustworthy 60
Ch. 6 Strategy: Choose the Right Networks to Gain Access to Prospects 75
Ch. 7 Strategy: Use Reverse Networking to Create an Opportunity 80
Ch. 8 Strategy: Achieve High Visibility in Your Niche Market 87
Ch. 9 Strategy: Participate and Avoid Getting Lost in the Crowd 100
Ch. 10 Strategy: Use Targeted Shows for Concentrated Networking 118
Ch. 11 Strategy: Align Yourself with Centers of Influence 145
Ch. 12 Strategy: Make It Easy to Acquire Referrals and Testimonials 152
Ch. 13 Strategy: Use Referrals and Testimonials to Differentiate Yourself 166
Ch. 14 Strategy: Plan Your Promotional Niche Mail to Hit Right on the Money 179
Ch. 15 Strategy: Create Promotional Niche Mail that Gets Read - Not Trashed 192
Ch. 16 Strategy: Use the Telephone to Leverage Your Efforts 211
Ch. 17 Strategy: Inform and Inspire the People in Your Niche Markets 227
Ch. 18 Strategy: Integrate Niche Advertising and PR into Your Ongoing Relationship-Building Efforts 239
Epilogue 251
Endnotes 253
Index 255
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted October 2, 2007

    Frustratingly BORING

    Although the concept is not new, it could have been scripted in a more engaging fashion.

    Was this review helpful? Yes  No   Report this review
Sort by: Showing 1 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)