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The Cold Calling Equation: Problem Solved by Halper, Michael -Paperback
AU $37.97
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Brand new
A new, unread, unused book in perfect condition with no missing or damaged pages. See the seller's listing for full details.
5 available
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Doesn't post to United States.
Located in: Sydney, Australia
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eBay item number:133986447082
Item specifics
- Condition
- ISBN-13
- 9781468173543
- PublicationDate
- 25-May-2012
- CategoryBH
- Business/Economics
- Book Title
- The Cold Calling Equation: Problem Solved
- Title
- The Cold Calling Equation: Problem Solved by Halper, Michael -Pap
- DescriptionBH
- Cold calling is a blood sport. Sales professionals hate making co
- BookTitle
- The Cold Calling Equation: Problem Solved
- UPC
- 9781468173543
- ISBN
- 9781468173543
- EAN
- 9781468173543
- Type
- Textbook
- Format
- Trade Paperback (Us) ,Unsewn / Adhesive Bound, Paperback / Softback
- Language
- English
- Publisher
- CreateSpace
- Subject
- Sales & Marketing
About this product
Product Information
Cold calling is a blood sport. Sales professionals hate making cold calls and customers despise receiving them. Yet those who can rise above the competition and master cold-calling will find themselves closing deals, hitting targets, and positively improving their lives on both professional and personal levels. Powerful, practical, and logical, The Cold Calling Equation: Problem Solved teaches cold calling as a skill that anyone who exerts the effort can perfect. Readers can see immediate results from tactics that are spelled out in the book's first pages. It takes the intimidation out of calling a complete stranger and teaches a person with any level of education and experience how to make human connections and find opportunities to grow their business. Upending conventional wisdom, the author reveals that hard work and effort don't always result in successful cold calls. What works is when a caller learns how to succinctly state their company's value to ather business. Forget selling the features. Cold callers need to show how their product will make a client's company run faster, smoother, and harder. The reader can formulate their own attack using the concepts and tools that are cleanly explained throughout the book. The Cold Calling Equation: Problem Solved is a book based on real-world scenarios and developed by Michael Halper who has thirteen years experience in cold calling. An energetic sales coach, he runs a telesales operation for other businesses and manages a team of callers. The book takes the reader, chapter by chapter, through the other stumbling blocks of cold calling and shows the salesperson how to clear these hurdles. He also demonstrates how to build target lists and scripts, deal with objections, find opportunities, build both rapport and interest, and more. The psychological state of the cold caller is taken into account as well. The book gives solid strategies for overcoming anxiety and breaks down the pernicious myth that all cold callers are born rather than made. Salespeople don't have to be extroverts or the life of the party. In fact, it's the ability to listen rather than the gift of gab that makes someone successful at business-to-business selling. Turning the tables on the seller, The Cold Calling Equation: Problem Solved also demonstrates that t every lead is worth pursuing. In a powerful section on qualifying, Halper shows the salesperson how to quickly screen prospects through incisive questions. It's a tactic that makes the phone call more controversial and gets the prospect talking. Cold callers will also learn how to manage gatekeepers, turning their enemies into allies who go from blocking to opening up and pointing in the right direction. This helpful guide shows callers how to navigate objections, those challenging phrases that prospects use to get off the phone. Whether it is I do t have time right w or We are t interested, Halper will show you why prospects use objections and how cold callers can get around them. Even a reader with zero sales skills and practical experience can read this book and learn how to utilize their phone and make it into a powerful sales tool. It will move the vice cold caller from frustration and failure to control and success.
Product Identifiers
Publisher
CreateSpace
ISBN-10
1468173545
ISBN-13
9781468173543
eBay Product ID (ePID)
189626265
Product Key Features
Subject
Sales & Marketing
Language
English
Type
Textbook
Format
Trade Paperback (Us) ,Unsewn / Adhesive Bound, Paperback / Softback
Additional Product Features
Date of Publication
25/05/2012
Country of Publication
United States
Content Note
Black & White Illustrations
Item description from the seller
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- 1***6 (115)- Feedback left by buyer.Past monthVerified purchaseAnother great merchant on eBay that I trust and have purchased from previous. Thank you Book Hub for always giving me a positive shopping experience. Delivery of service excellent. Product was as depicted. Book arrived safely and was well packaged. Pricing competitive. Postage not excessive and item was expedited promptly. Communication great. Highly recommend this merchant.
- y***d (72)- Feedback left by buyer.Past 6 monthsVerified purchaseDelivered item as described, it arrived quickly with no delays in postage. The item was well wrapped, showed no wear and tear from postage, and the Seller kept in contact. Very easy transaction, would use this seller again.
- e***s (8)- Feedback left by buyer.Past 6 monthsVerified purchasePackaged very well! No water damage, no creasing, nothing! Exactly the same as what was listed, it looks new, completely unused and well maintained. I didn’t communicate with the seller, I usually forget to, there was no tracking for my purchase but the package came on time and I am very pleased! The seller is very good and I might even buy from them again if I find any other listings I’m interested in! Thank you so much 🫶🏻
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