책 이미지
책 정보
· 분류 : 외국도서 > 경제경영 > 산업 > 도소매
· ISBN : 9781118588710
· 쪽수 : 256쪽
목차
INTRODUCTION 1
SECTION ONE The Smart Calling Concept 5
CHAPTER 1 Cold Calling Is Dumb, but Prospecting Is Necessary: Smart Calling Is the Answer 7
SECTION TWO Pre-Call Planning 19
CHAPTER 2 Creating Your Possible Value Proposition 21
CHAPTER 3 Intelligence Gathering: Making Your Calls Smart 37
CHAPTER 4 Using Social Engineering to Gather Intelligence 57
CHAPTER 5 Setting Smart Call Objectives and Never Being Rejected Again 65
CHAPTER 6 More Smart Ideas for Prior to Your Call 73
SECTION THREE Creating and Placing the Smart Call 85
CHAPTER 7 How to Be Smart with Voice Mail 87
CHAPTER 8 Working with Screeners, Gatekeepers, and Assistants? 99
CHAPTER 9 Opening Statements: What to Avoid to Minimize Resistance 109
CHAPTER 10 Creating Interest with Your Smart Call Opening Statement 123
CHAPTER 11 Handling Early Resistance on Your Smart Calls 133
CHAPTER 12 Using Smart Questions 143
CHAPTER 13 The More Important Side of the Question: Listening 159
CHAPTER 14 Recommending the Next Step 165
CHAPTER 15 Getting Commitment for the Next Action 175
CHAPTER 16 Wrapping Up Calls and Setting Up the Next Action 185
SECTION FOUR Putting It All Together 195
CHAPTER 17 How to Sound Smart: Effective Telephone Communication 197
CHAPTER 18 Getting and Staying Motivated 203
CHAPTER 19 More Smart Calling Success Tips 215
CHAPTER 20 A Smart Call Case Study and Makeovers 221
ABOUT THE AUTHOR 233
INDEX 235
