Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off

Contents......Page 8
Preface......Page 10
Acknowledgments......Page 16
1. Prospecting: An Essential Element to Your Selling Success......Page 20
2. What Is Prospecting?......Page 31
3. The Power of Prospecting......Page 42
4. Becoming Rejection-Proof......Page 58
5. Smart Prospecting......Page 68
6. The 10 Commandments of Prospecting......Page 90
7. Anatomy of a Cold Call......Page 108
8. Your Prospecting and Business-Development Strategy......Page 127
9. Handling Objections......Page 149
10. Working with Voice Mail and Administrative Assistants......Page 182
11. Public Relations: How to Make Your Prospects Come to You......Page 192
12. How to Leverage Your Success......Page 199
13. Tracking Your Progress......Page 204
Conclusion. Final Thoughts: The Four Teps to Success......Page 215
Bibliography......Page 218
C......Page 220
F......Page 221
N......Page 222
R......Page 223
S......Page 224
Y......Page 225