Knock your socks off prospecting (Record no. 110491)
| 000 -LEADER | |
|---|---|
| fixed length control field | 02041nam a22003254a 4500 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/72 |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Miller, William, |
| 245 10 - TITLE STATEMENT | |
| Title | Knock your socks off prospecting |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Name of publisher | AMACOM, |
| Year of publication | c2005. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xi, 162 p. : |
| Other physical details | ill. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Telephone selling. |
| Topical Term | Selling. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Zemke, Ron. |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | http://site.ebrary.com/lib/rucke/Doc?id=10120167 |
No items available.