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Author: Bob Etherington Publisher: Marshall Cavendish International Asia Pte Ltd ISBN: 9814794864 Category : Business & Economics Languages : en Pages : 127
Book Description
Cold calling – making contact with strangers – is the biggest fear confronting businesspeople, especially those who work in sales and marketing. “Put me in front of a customer and I can persuade them to buy anything … just don’t ask me to cold call!!” Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence. 10 reasons you must buy this book and start winning new customers tomorrow! 1. It is written by somebody who does it successfully every week. 2. Cold calling is fun, and much, much easier than you think. 3. Cold calling is 10 times more effective and less costly than “networking parties,” website promotion or advertising. 4. 95% of your competitors are too scared to do it. That means there’s a lot of business out there waiting for you. 5. The only people who tell you that cold calling doesn’t work are those too scared to do it themselves. 6. You actually overcome your fear by becoming an even bigger “chicken.” 7. “No’s” are not bad things. Go for more “no’s.” Two is not enough – success usually comes on the sixth attempt. 8. Seven simple questions will usually get you to a “yes.” 9. The 5% of sellers who do it properly are taking 85% of the new business in your market. By using the material in this book you will make sure you join the few. 10. “Build a better mousetrap and the world will beat a path to your door”? The biggest lie in business! Your market is now too crowded with businesses that look just like yours (however much you kid yourself). So if not cold calling, how are you going to find new customers? [Facsimile reprint edition]
Author: Bob Etherington Publisher: Marshall Cavendish International Asia Pte Ltd ISBN: 9814794864 Category : Business & Economics Languages : en Pages : 127
Book Description
Cold calling – making contact with strangers – is the biggest fear confronting businesspeople, especially those who work in sales and marketing. “Put me in front of a customer and I can persuade them to buy anything … just don’t ask me to cold call!!” Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence. 10 reasons you must buy this book and start winning new customers tomorrow! 1. It is written by somebody who does it successfully every week. 2. Cold calling is fun, and much, much easier than you think. 3. Cold calling is 10 times more effective and less costly than “networking parties,” website promotion or advertising. 4. 95% of your competitors are too scared to do it. That means there’s a lot of business out there waiting for you. 5. The only people who tell you that cold calling doesn’t work are those too scared to do it themselves. 6. You actually overcome your fear by becoming an even bigger “chicken.” 7. “No’s” are not bad things. Go for more “no’s.” Two is not enough – success usually comes on the sixth attempt. 8. Seven simple questions will usually get you to a “yes.” 9. The 5% of sellers who do it properly are taking 85% of the new business in your market. By using the material in this book you will make sure you join the few. 10. “Build a better mousetrap and the world will beat a path to your door”? The biggest lie in business! Your market is now too crowded with businesses that look just like yours (however much you kid yourself). So if not cold calling, how are you going to find new customers? [Facsimile reprint edition]
Author: Jerry Hocutt Publisher: Cold Calling for Cowards ISBN: 0615138756 Category : Business & Economics Languages : en Pages : 301
Book Description
Cold calling sucks! Those three words landed my job at the Seattle Fortune 1000 company. Within minutes on my first interview the sales manager asked me, "What do you think about cold calling?" Waiting for him to wipe the surprised look off his face I added, "But I'm one of the best you'll ever see doing it." I went on to set company records by becoming their #1 salesman in the nation for three years. Does cold calling work? Yes. Do you have to like doing it? No. You could sell to anyone - if you could just get in front of them first. Here are just three of the many techniques you will learn for how to get in front of them. - Create the courage to call by being a coward - semper fi. - Make 3,800 cold calls this year spending 6 minutes per day. - Make your voicemail jail break. As over 150,000 people who have attended my seminars will tell you, I don't teach theory. I teach simple things that produce good results. "Jerry Hocutt is the Zen master of cold calls." - Los Angeles Times
Author: Melissa Caughey Publisher: Storey Publishing ISBN: 1612129110 Category : Nature Languages : en Pages : 145
Book Description
Best-selling author Melissa Caughey knows that backyard chickens are like any favorite pet — fun to spend time with and fascinating to observe. Her hours among the flock have resulted in this quirky, irresistible guide packed with firsthand insights into how chickens communicate and interact, use their senses to understand the world around them, and establish pecking order and roles within the flock. Combining her up-close observations with scientific findings and interviews with other chicken enthusiasts, Caughey answers unexpected questions such as Do chickens have names for each other? How do their eyes work? and How do chickens learn? Foreword INDIES Silver Award Winner
Author: Art Sobczak Publisher: John Wiley & Sons ISBN: 0470619813 Category : Business & Economics Languages : en Pages : 261
Book Description
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Author: Simon Rich Publisher: Random House Trade Paperbacks ISBN: 0812977114 Category : Humor Languages : en Pages : 146
Book Description
After a riotous debut collection, Ant Farm, Simon Rich returns to mine more comedy from our hopelessly terrifying world. In the nostalgic opening chapter, Rich recalls his fear of the Tooth Fairy (“Is there a face fairy?”) and his initial reaction to the “Got-your-nose” game (“Please just kill me. Better to die than to live the rest of my life as a monster”). He gets inside the heads of two firehouse Dalmatians who can’t understand their masters’ compulsion to drive off to horrible fires every day (“What the hell is wrong with these people?”). And in the final chapter, he tackles one of life’s biggest questions: Does God really have a plan for us? Yes, it turns out. Now if only He could remember what it was. . . .
Author: Bob Etherington Publisher: Marshall Cavendish International Asia Pte Ltd ISBN: 9814794880 Category : Business & Economics Languages : en Pages : 141
Book Description
Spiders, death, dentists, snakes and flying are in the list of the top ten fears of businesspeople (Book of List). But the top position is held by “public speaking”. So great is this fear that most businesspeople have a single objective: to get off the platform as soon as possible. This book, based on a hugely successful course given to thousands of businesspeople, shows how anyone can speak with confidence to an audience of any size. Laced with humour and wit, the author emphasizes that you don’t have to be a brilliant orator to be an effective speaker in business. Simply being good is plenty, because 95% of all business presenters are so awful! 10 reasons you must buy this book and avoid “death by slide-show”! 1. Most business audiences have a single objective: to get out of the room. 2. Most business presenters have a single objective: to sit down in the audience again. 3. Most corporate audiences can’t remember, 24 hours later, what was presented, the title of the presentation or the presenter’s name. 4. Like it or not, 55% of the persuasive power of a presentation is transmitted by the speaker’s body language, 38% by the speaker’s voice tone and only 7% by the content. 5. 75% of speaker-nerves disappear with correct rehearsal. 6. You can discover how to generate applause when you want it. 7. There is a simple model you can use which will create a terrific presentation for you every time. 8. Bullet points are not what slides are for, and using all capital letters makes long stretches of text very hard to read. 9. Reading words off slides (as most presenters do) puts your audience to sleep in about 30 seconds. 10. Good presenters are very rare. When you become a good presenter you can often negotiate better employment terms, a higher salary, and even get yourself promoted – I did... so can you! [Facsimile reprint edition]
Author: Mike Brooks Publisher: John Wiley & Sons ISBN: 1119418070 Category : Business & Economics Languages : en Pages : 310
Book Description
Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.
Author: Bob Sheasley Publisher: Macmillan ISBN: 9780312373641 Category : Nature Languages : en Pages : 316
Book Description
Each day, Bob Sheasley leaves Lilyfield Farm and heads into the city. And each day, he brings along a basket of eggs for his coworkers at The Philadelphia Inquirer. Depending on the breed of hen, these eggs may be white, green, rose, blue, or as brown as chocolate. And they are all deliciously fresh, a taste of the rural way of life that people have enjoyed for millennia, one in which chickens have played a supporting role for nearly as long. In Home to Roost, Sheasley tells of the intertwined relationship between humans and chickens. He delves into where chickens came from, what their DNA tells us about our kinship, how we’ve treated our feathered fellow travelers, and the roads we’re crossing together. This is a story of agriculture and human migration, of folk medicine and technology, of how we dreamed of the good life, threw it away, and want it back. Modern farming has changed the lives of both bird and man over the past century. But backyard farmers like Sheasley offer hope for a return to the pleasures of locally grown food, as diverse as the chickens he’s raised on Lilyfield Farm. With wit and personal insight, Home to Roost examines of how our lives can be changed for the better, with something as simple as a backyard coop.
Author: Kate E. Richards Publisher: Running Press Adult ISBN: 0762494425 Category : Cooking Languages : en Pages : 249
Book Description
It's drinks, it's chickens: It's the cocktail book you didn't know you needed! To add some extra happy to your happy hour , invite a chicken and pour yourself a drink. Author Kate Richards serves up cocktails made for Instagram with the spoils of her Southern California garden, chicken friends by her side. Enjoy any (or all) of the 60+ deliciously drinkable garden-to-glass beverages, such as: Lilac Apricot Rum Sour Meyer Lemon + Rosemary Old Fashioned Rhubarb Rose Cobbler Blackberry Sage Spritz Cantaloupe Mint Rum Punch Cocktails are arranged seasonally, and are 100% accessible for those of us without perpetually sunny backyard gardens at our disposal. Drinking with Chickens will quickly become a boozy favorite, perfect for gifting or for hoarding all for yourself. You don't need chickens to enjoy these drinks or the colorful photos, but be careful, because you may even find yourself aspiring to be, as Kate is, a home chixologist overrun by gorgeous, loud, early-rising egg-laying ladies, and in need of a very strong drink.
Author: Bob Etherington
Author: Bob Etherington
Author: Jerry Hocutt
Author: Melissa Caughey
Author: Art Sobczak
Author: Keith Graves
Author: Simon Rich
Author: Bob Etherington
Author: Mike Brooks
Author: Bob Sheasley
Author: Kate E. Richards