Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Michael Krause (Autor)

Buch | Softcover

256 Seiten

2013
McGraw-Hill Professional (Verlag)
9780071805421 (ISBN)

Artikel merken

Introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment - setting techniques to help you connect with more clients and close more sales than ever.

Get More Face Time and Higher Close Rates--the SMART WaySmart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever.

"Krause is an uncommon salesperson and author who can turn his common sense into your common dollars." -- Jeffrey Gitomer, author of The Little Red Book of Selling

"By implementing Mike’s strategies, you will reap the benefits of making stronger connections with your ideal clients. Read it, use it, and succeed!" -- Tom Hopkins, author of How to Master the Art of Selling

"Smart Prospecting cuts through the clutter and gets to the heart of making cold calls successfully." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies

"This is not just a must-read, it is must-do book for everyone in sales." -- Stephan Schiffman, author ofCold Calling Techniques (That Really Work!)

Michael D. Krause is the founder and owner of the sales consultant firm Sales Sense Solutions, Inc., which brings Fortune 500 sales strategies from organizations such as First Data and Lexis-Nexis to midsized and smaller companies.

Table of Contents
Reviews3
Dedication4
Acknowledgements9
How to use this book13

Chapter 1: How does a prospect think?16
The story of Pat16
Definitions17
Know thyself18
DiSC® behavior assessment19
The DiSC Learning Model20
Connect-Connect-Connect22
Working with Personal Behavior Styles22
How to interact, persuade and sell effectively with each quadrant24
Now behave!27
Kolb's experiential learning styles model28
Four learning styles35
Master behavior and learning styles35
Fear of rejection38
Inactivity is a decision39
What if you don’t…40
Control that fear!42

Chapter 2: He shoots, he scores!43
What are goals?43
Setting your goals45
SMARTER goals47
Fear of goal setting49
Goal Setting Formula53
Sales Pro Calling Success Tracker59
212: The Extra Degree60
Actions vs. accomplishments60
What about those risks, obstacles and issues?61
Adjusting your attitude63
Make your self-talk positive too64

Chapter 3: What prospects value67
The power of UVP67
What are you selling?69
Understanding USP and UVP70
Uncovering your USP and UVP72
Online survey resources72

Chapter 4: Ready, fire, aim!77
Start with the end in mind83
Your target market85
Why define a target market?85
How do you define your target market?86
Just hatched?91
The Pareto principle91
Your target market action plan92
Finding the Decision Maker94

Chapter 5: Cultivating great bedside manners101
Developing your approach101
No such thing as a cold call104
Tone on the Phone104
Have a purpose105
Nurturing your leads105
Telephone approach106
Voicemail approach107
Email approach108
Approach letter with/without information packet108

Chapter 6: Circling the wagons113
The Numbers!114
Timing116
Weekly calendar118
Call and contact sequence123
Technology options125

Chapter 7 Breaching the fortress139
Approach letters140
Approach letter template141
Approach Email149
Readability statistics149
Subject lines151
All about your opening statement154
Opening statement mastery156
Start with benefits156
What’s new?156
Simplify your approach157
More good words to use158
Avoid these worn out phrases159
Don’t forget FUD160Opening statement template162
Signature blocks163
Email timing164
Voicemail and live messages166
Sacred rules of all approach calls166
Script mastery workshop168
Script examples and creation170
Sales Clown sample voicemail #1171
Sales Pro sample voicemail #1172
Your turn173Sales Pro example live call #1173
The close!177Sales Pro sample voicemail #2186
Sales Clown sample email #2188
Sales Pro sample email #2189
Email content190Opening statement mastery workshop191
Putting it all together192
Objection handling198
Objection mastery200
Cutting your losses202
Email follow up #3204

Chapter 8: Objectives are closer than they appear 207
Sales professionals’ biggest mistakes208
Using LinkedIn Effectively209
LinkedIn Checklist209
Ten Tips on Building a Strong Profile209

Chapter 9 Soup to Nuts212

Chapter 10 Your SMART Prospecting launch245

Appendix A: Understand Your Behavior247
Recognizing and Working with Personal Behavior Styles 250
Appendix B: Prospect Psychology Template253
Appendix C: Opening statement template255
Appendix D: Daily Time Management Log257
Appendix E: Sales Sense Letter Framework261
Appendix F: Prospect Approach Planning Checklist 262
Appendix G: Pre-call checklist265
Appendix H: Post-call Evaluation267
Appendix I: Call script worksheets269
Appendix J: SMART Prospecting: That Works Every Time! book evaluation274

Thank you!274
Appendix K Index275
Call me!283

Erscheint lt. Verlag	16.3.2013
Zusatzinfo	0 Illustrations
Sprache	englisch
Maße	152 x 229 mm
Gewicht	351 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
ISBN-13	9780071805421 / 9780071805421
Zustand	Neuware