Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money

  • 1h 58m
  • Ron Zemke, William "Skip" Miller
  • 2005

If you hate prospecting, think how much those prospects dread your cold calls! You need techniques that energize and motivate both you and your potential customers. Welcome to Knock Your Socks Off Prospecting.

Filled with logical, easy-to-use tools, step-by-step skill-building exercises, real-life stories, and amusing anecdotes (along with John Bush’s clever illustrations), this practical and entertaining book helps you improve your communications skills, identify prospects (real ones), and maximize the productivity of your prospecting time. You’ll also get the most valuable collection of how-to cold-calling tips you’ve ever seen, and follow-up techniques guaranteed to win more sales!

About the Authors

William "Skip" Miller is President of M3 Learning, a sales training firm established in 1996. He is the author of ProActive Selling and ProActive Sales Management. Mr. Miller lives in Los Gatos, California.

Ron Zemke was a coauthor of Knock Your Socks Off Selling, as well as the coauthor of all the books in the Knock Your Socks Off Service series and of the customer service classic Service America!

In this Book

  • Gee, Ma, do I Have To?
  • Make Money Easier
  • It's all About Them
  • Turn Strangers into Customers
  • The Ol' Numbers Game
  • A Winning Formula
  • Time Management I—The ProActive Sales Matrix™
  • Time Management II:—The PowerHour™
  • Speak the Customer's Language
  • Sell to Their Values, Not Yours
  • Don't Sell Stuff, Sell Solutions
  • You Sell Change
  • Execution—The True Art of the Sale
  • Your Thirty-Second Speech
  • Thirty-Second Variations—The Opening
  • Thirty-Second Variations—WIIFM?
  • Summary and Flip
  • Leaving a Message
  • The Buying Process
  • Who's Driving?
  • Transfer of Ownership
  • It's About Time
  • Summarize, Bridge, Pull
  • Handling "No!"—Which "No" is That?
  • Call #2—Second Thirty-Second Speech
  • TripTik®
  • Two Paths—Value vs. Solution
  • Putting the CART before the Horse
  • It's all About You