Marketing Sales

Knock your socks off prospecting: how to cold call, get by William "Skip" Miller, Ron Zemke

By William "Skip" Miller, Ron Zemke

For salespeople, prospecting is as very important because it is hard. For a few, it truly is downright terrifying - particularly the chilly calling. Knock Your Socks Off Prospecting stocks the hardwon, in-the-trenches prospecting and cold-calling secrets and techniques of the main winning salespeople-in the trademark, enjoyable variety of the best-selling Knock Your Socks Off sequence. This useful booklet offers revenues humans renewed power for a severe (yet frequently dreaded) section of the revenues cycle. Knock Your Socks Off Prospecting indicates tips on how to process prospecting extra definitely and productively, and the way to maximise go back on prospecting efforts. gains comprise: - sensible, logical, and easy-to-use instruments- step by step skill-building workouts- a mixture of study and "feet in the street" knowledge- genuine tales and energetic anecdotes that end up the facility of Knock Your Socks Off Prospecting"

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Extra info for Knock your socks off prospecting: how to cold call, get qualified leads, and make more money

Example text

And you wonder where your morning went. Maybe your New Year’s resolution was to get hold of your time and use it, as opposed to it using you. And maybe you’ve made the same vow every New Year since 1985. Your prospecting efforts will become far more effective if you turn prospecting into a regular behavior, and not a “whenever you have time” type of activity. How can you do that? Welcome to PowerHour௣. PowerHour™ A PowerHour௣ is one hour a day, five hours a week, that you set aside to focus on a particular activity—in this case, prospecting.

One salesperson asked another. When leads came in the door right after a trade show, this company’s sales reps would call the people who stopped by the booth to request more information. Their success rate was low: They were able to reach the prospects or get them to return messages less than 10 percent of the time. “Guess they were just window shoppers,” the salespeople surmised. Judy, however, was getting people to call her back at an astonishing rate of 30 to 40 percent. “My secret is to call the boss,” she explained.

The main idea is simply to keep yourself sharp. Do you really want to sell to today’s prospects using skills you haven’t honed in years? ps 3/30/05 1:18 PM Page 29 A Winning Formula 29 Activities So much to do, so little time. And hey, you’ve been bitten before, putting a lot of effort into activities that sounded important but ended up being a waste of time. Why bother? What’s the point? Where do you begin? Where do you focus? Here’s a hint: FOCUS ON ACTIVITIES THAT WILL PRODUCE THE RESULTS YOU WANT WITHIN THE NEXT NINETY DAYS.

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