By Paul S. Goldner
This was once a truly quickly learn and had solid content material. I want it had a number of extra tales, yet worthy my cash. Will re-read sooner or later as a primer.
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Extra info for Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off
Pany's strengths or unique selling points. In order to illustrate how the Business Development Cycle works, let us assume that you work for Office Tech, Incorporated. Office Tech is a global organization that manufactures high-technology office equipment. The unique selling points and the related customer benefits are outlined as follows: [First-to-market commitment] Office Tech is consistently first to market with new products. This allows Office Tech customers to stay on the cutting edge of technology.
This is very difficult to achieve and devastating to those speakers who cannot achieve it. The same could be said of prospecting with equal emphasis. Your cold call script must sound conversational in order to be effective. We have all received calls from someone who is obviously reading from a script. I'm sure we all have had the same reactionto get off the phone as quickly as possible. Only a simple script can be conversational. Let's take a few moments to analyze the elements of my script. While the words will change from person to person, the elements should remain constant.
Many salespeople enter a new selling situation expecting to become the exclusive provider of goods or services for the target company immediately. This is akin to saying to the prospect: "Hello. You don't know me. " If someone were to ask this question of you, how would you react? Let's review this strategy by taking a look at Figure 8-16. I would like to suggest that all prospects have two types of business: core business and niche business. Core business is defined as a prospect's main opportunity.
Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off by Paul S. Goldner