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NEVER COLD CALL AGAIN!(永不对潜在客户意外访问：完成销售)书籍详细信息
- ISBN：0471786799
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2006-05
- 页数：177
- 价格：130.50
- 纸张：胶版纸
- 装帧：平装
- 开本：暂无开本
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
Salespeople everywhere are learning the hard way that cold calling doesn't work anymore.
Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers.
There has to be an easier way to find prospects - and there is.
Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.
Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.
书籍目录：
Preface
PART ONE: A New Way of Selling
1 Times Have Changed:Welcome to the Information Age
A Background on Selling in the New Economy
2 Why Selling Is Out and Self-Marketing Is In
Selling in Today’s World
Why Cold Calling Doesn’t Work Anymore
Buying versus Selling
Selling Is Selling
Selling Is Stupid
3 Old Answers Are Wrong Answers
4 Think Like a Business Owner
Know What’s Important to Prospects
Profit Justification
Avoid Empty Rapport Building
What Are Your Goals?
5 A Shift in Power
Attaining Unstoppable Confidence
Overcoming Limiting Beliefs
Reframing Limiting Beliefs
What’s Your Secret Excuse?
Your Prospects and Customers Need You!
6 The Power of Leverage and the Advantage of Systems
Leverage Is Massive Power
The Advantage of Systems and a System of Systems
PART TWO: Your Self-Marketing System for Lead Generation
7 Self-Marketing Basics
What Is Self-Marketing?
Creating Your Message
What You Must Communicate to Prospects
8 A Twist on Cold Calling
Cold Calls Are a Fleeting Moment in Time
Creating Your Marketing Piece
Getting Your Message Out
Employ Leverage: Make It Automatic
9 Powerful Phone Techniques That Work!
The Image of Supreme Power
10 Why E-Mail Beats the Phone
E-Mails versus Phone Calls
Making Initial Contact via E-Mail
Following Up via E-Mail
Employ Leverage: Using Autoresponder Systems
Video E-Mail for High Response Rates
11 Traditional Direct Mail That Works
Condensing Your Sales Message
Formats That Get Responses
Get Your Letters Opened
Following Up on Your Mailer
Employ Leverage: Automated, Inexpensive Direct Mail
12 The World Wide Prospecting Web
Why You Need a Personal Web Site
Use Your Web Address Everywhere
Building a Site Quickly and Inexpensively
Driving Traffic to Your Site
The Web Is the Ultimate Form of Leverage
13 Keeping in Touch, Automatically
The Importance of Ongoing Contact
Advantages of a Free Newsletter
How a Free Newsletter Builds Momentum through Leverage
If It Doesn’t Help Them, They Won’t Read It
Building Your Newsletter List
Even More Leverage through Autoresponders
14 Weblogs
What Is a “Blog”?
How a Blog Attracts Qualified Prospects
Setting Up Your Blog
Driving Traffic to Your Blog
The Goal of Driving Traffic to Your Blog
15 Gain Prospects’ Trust through Free Seminars
Become the Authorized Expert
Keep It Simple and Manageable
Getting People to Attend
Conducting Your Free Seminar
Convert Attendees to Customers
16 Easily Obtain Free Publicity
Reporters Cold Call, Too!
Why the Media Needs You
Making the Initial Contact
Use Leverage to Get More Publicity
17 Be a Real Consultative Salesperson
Be a True Consultant, Not Another Sales Rep
Compensation
Applying the Law of Compensation
18 Real Networking That Really Works
The Holy Grail of Sales That’s So Hard to Find
Offer Real Incentives
Keeping Your Network Updated and Motivated
PART THREE: You Have the Leads—Now Get the Sales
About the Author
Index
作者介绍：
Frank J. Rumbauskas Jr. started his sales career cold calling to no avail, failing to make his numbers, only to receive the useless advice of “increase your activity” from managers. He then went into a trialand-error period of several years and develope
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Book Description
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."
- Jeffrey Gitomer, Author, Little Red Book of Selling
"You can never get enough of a good thing! Read this book and USE its contents!"
- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever
Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.
Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more.
Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time.
Book Dimension
length: (cm)22.9 width:(cm)15.2
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