Includes index.
Gee, ma, do I have to?
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.
OBNB doesn't sell books, but you may be able to find a copy at one of these websites:
Knock your socks off prospecting : how to cold call, get qualified leads, and make more money by William Miller. ISBN 0814472850. Published by AMACOM in 2005. Publication and catalogue information, links to buy online and reader comments.
