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Contrary to Popular Belief-Cold Calling Does Work: Volume I: Effectiveness, the Art of Appointment Making - Couverture souple

Caponi, Barry D.

 
9781462002221: Contrary to Popular Belief-Cold Calling Does Work: Volume I: Effectiveness, the Art of Appointment Making
Couverture souple
ISBN 10 : 1462002226 ISBN 13 : 9781462002221
Editeur : iUniverse Publishing, 2011

Synopsis

After reading this book, you'll discover that these common mistakes, plus many others, are hurting your effectiveness, causing you to work harder and make less money. You'll also know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time. Additionally, you'll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. You'll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Let's face it: Even referrals say no, they're just nicer about it. When you understand this, you'll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility. This comprehensive, easy-to-understand, easy-to-follow guide to successful appointment-setting is written by Barry Caponi, one of America's foremost thought leaders on all aspects of the subject. Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing the only appointment-setting methodology that addresses both effectiveness and efficiency. This volume (the first in a two-book set) will help you master the art of setting appointments-whether they are warm or cold-once and for all.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur

After reading this book, you'll discover that these common mistakes, plus many others, are hurting your effectiveness, causing you to work harder and make less money. You'll also know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time. Additionally, you'll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. You'll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Let's face it: Even referrals say no, they're just nicer about it. When you understand this, you'll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility. This comprehensive, easy-to-understand, easy-to-follow guide to successful appointment-setting is written by Barry Caponi, one of America's foremost thought leaders on all aspects of the subject. Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing the only appointment-setting methodology that addresses both effectiveness and efficiency. This volume (the first in a two-book set) will help you master the art of setting appointments-whether they are warm or cold-once and for all.

Biographie de l'auteur

Barry D. Caponi is the president and founder of Caponi Performance Group, a sales training and consulting company in the Dallas area. He has more than twenty-five years of sales and sales management experience, and he's closed deals worth as much as $50 million. Visit his website at www.caponipg.com.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
iUniverse Publishing
Date d'édition
2011
Langue
anglais
ISBN 10 
1462002226
ISBN 13 
9781462002221
Reliure
Broché
Nombre de pages
108
Coordonnées du fabricant
non disponible
Personne responsable
non disponible