About the Book:-
Paperback: 275 page
Publisher: AMACOM Div American Mgmt Assn, 1989
ISBN 0814477186, 9780814477182
Firnando Chau Review
Table of Contents:-
What This Book Will Do For You
Chapter 1 HOW COLD is A COLD CALL?
Chapter 2 TRIUMPH OVER FEAR
Chapter 3 WHAT DO YOU WANT TO HAPPEN?
Chapter 4 WHERE TO FIND PROSPECTS
Chapter 5 WHY SHOULD PROSPECTS LET US INTO THEIR WORLD?
Chapter 6 PLANNING THE OPENING MOVE
Chapter 7 THE MAGIC DOOR OPENER
Chapter 8 PROBING FOR NEEDS
Chapter 9 LISTENING THE OTHER SIDE OF A QUESTION
Chapter 10 PARAPHRASING
Chapter 11 GETTING THROUGH TO THE BUYING AUTHORITY
Chapter 12 THE GATEKEEPERS
Chapter 13 FINETUNING YOUR APPROACH
Chapter 14 SHARPENING YOUR TELEPHONE SKILLS
Chapter 15 MORE ON RESISTANCE
Chapter 16 MAKING IT WORK FOR YOU
NOTES
INDEX
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About the Author
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