Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money

by William Miller, Ron Zemke

Overview

"If you hate prospecting, think how much those prospects dread your cold calls! You need techniques that energize and motivate both you and your potential customers. Welcome to Knock Your Socks Off Prospecting. Filled with logical, easy-to-use tools, step-by-step skill-building exercises, real-life stories, and amusing anecdotes (along with John Bush's clever illustrations), this practical and entertaining book helps you improve your communications skills, identify prospects (real ones), and maximize the productivity of your prospecting time. You'll also get the most valuable collection of how-to cold-calling tips you've ever seen, and follow-up techniques guaranteed to win more sales!"

Product Details

ISBN-13:	9780814472859
Publisher:	AMACOM
Publication date:	06/24/2005
Series:	Knock Your Socks off Service! Series
Pages:	176
Product dimensions:	6.00(w) x 9.00(h) x 0.50(d)
Age Range:	17 Years

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!

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® 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"

What People are Saying About This

From the Publisher

"KYSO Prospecting provides excellent practical tools that salespeople can easily adopt in their daily selling methodology. Most people provide too much theory.... This book provides practicality."

— Haresh Patel, Senior Vice President, WW Sales, Agilent Technologies, Inc.

"We use the tools KYSO Prospecting has taught us, and the results have been way past our expectations."

— John Kelley, President and CEO, McData Corp.

"Five stars for Knock Your Socks Off Prospecting. The tools are simple to understand and execute, and will help salespeople overachieve in this vital part of the selling cycle. This is mandatory reading for all inside and field salespeople."

— Steve Richley, Sales Manager, Apple Computer, Inc.

"Since we started working with the tools in KYSO Prospecting six years ago, our revenues have grown over 500%. The material and message are as useful now as they were when we started working with them."

— Nate Thompson, CEO, Spectra Logic, Inc.

"Knock Your Socks off Prospecting will be the sales bible for productive prospecting."

— Mike Gluck, Executive Vice President, Worldwide Sales, Xiotech Corporation"