Picking up the phone and calling a prospect seems like a natural thing for a sales professional to do. Yet, even the best, most seasoned salespeople avoid cold calling to steer clear of rejection. Paul S. Goldner teaches you how to cure your fears and shows you that cold calling is really just a numbers game: A certain number of calls is likely to produce a relative number of appointments and sales. Good prospecting techniques empower you to take control of your sales practices and determine your income. Goldner thoroughly covers every aspect of prospecting, including identifying the best times to call, defining your target market, writing a cold-call script, handling objections and getting past voice mail. Goldner's process will inspire even the most reluctant salesperson to dial that cold call. getAbstract suggests this as a fortifying read for anyone whose income depends on bringing prospects into the sales pipeline.
In this summary, you will learn
- Why you should embrace rather than avoid cold calling;
- How to define your target market, conduct research, create a cold-call script and handle objections; and
- How to reduce or eliminate your fear of rejection and view prospecting as an essential part of the sales process.
About the Author
Paul S. Goldner, a popular speaker, an entrepreneur and a sales trainer, also wrote Red-Hot Sales.
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