Cold Calling Techniques

Written especially for sales team managers, this text delivers surefire strategies to coach and manage any sales team to

344 83 1MB

English Year 1987

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Table of contents :
Cold calling is essential --
By the numbers --
Where to look for leads --
Cold call mechanics --
Turning around common responses --
The ledge --
Mastering third-party and referral calls --
Leaving messages that get results --
E-mail tactics --
Follow-up calls --
The four-step sales process --
The principles of sales success.

Cold Calling Techniques

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