Book description
Get More Face Time and Higher Close Rates--the SMART Way
Smart 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 of Cold Calling Techniques (That Really Work!)
Table of contents
- Cover
- Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
- Copyright Page
- Preface
- Contents
- Acknowledgments
- Introduction
- How to Use This Book
-
Chapter 1 How Does a Prospect Think?
- THE STORY OF PAT
- SALESPERSON DEFINITIONS
- KNOW THYSELF
- DiSC BEHAVIOR ASSESSMENT
- THE DiSC LEARNING MODEL
- CONNECT-CONNECT-CONNECT
- WORKING WITH PERSONAL BEHAVIOR STYLES
- How to Interact, Persuade, and Sell Effectively with Each Quadrant
- Now Behave
- KOLB’S EXPERIENTIAL LEARNING STYLES MODEL
- FOUR LEARNING STYLES
- Master Behavior and Learning Styles
- FEAR OF REJECTION
- INACTIVITY IS A DECISION
- WHAT IF YOU DON’T …
- CONTROL THAT FEAR
- CONNECT-CONNECT-CONNECT
-
Chapter 2 He Shoots, He Scores!
- WHAT ARE GOALS?
- SETTING YOUR GOALS
- SMARTER GOALS
- FEAR OF GOAL SETTING
- Identify Unfounded Fears
- Feel Your Fear and Do It Anyway
- GOAL-SETTING FORMULA
- Online Goal-Setting Help
- Sales Pro Calling Success Tracker
- 212: The Extra Degree
- ACTIONS VERSUS ACCOMPLISHMENTS
- WHAT ABOUT THOSE RISKS, OBSTACLES, AND ISSUES?
- Adjusting Your Attitude
- Make Your Self-Talk Positive Too
- Chapter 3 What Prospects Value
- Chapter 4 Ready, Fire, Aim!
- Chapter 5 Cultivating Great Bedside Manners
- Chapter 6 Circling the Wagons
-
Chapter 7 Breaching the Fortress
- APPROACH LETTERS
- Check Your Work
- APPROACH E-MAIL
- Readability Statistics
- SUBJECT LINES
- ALL ABOUT YOUR OPENING STATEMENT
- OPENING STATEMENT MASTERY
- Start with Benefits
- What’s New?
- Simplify Your Approach
- MORE GOOD WORDS TO USE
- AVOID WORN-OUT PHRASES
- Don’t Forget FUD
- Signature Blocks
- E-MAIL TIMING
- VOICE MAIL AND LIVE MESSAGES
- SACRED RULES OF ALL APPROACH CALLS
- Sales Pro Tips
- SCRIPT MASTERY WORKSHOP
- Call Script: Find the Decision Maker
- Tips
- Call Script: Decision Maker Identified, Voice Mail Option
- SCRIPT EXAMPLES AND CREATION
- Sales Clown Sample Voice Mail 1
- Sales Pro Sample Voice Mail 1
- Your Turn
- SALES PRO LIVE CALL 1
- Sales Clown E-mail 1
- Sales Pro E-mail 1
- Your Turn
- The Close
- OBJECTION HANDLING: HEAD THEM OFF AT THE PASS
- THE FAMOUS FEEL, FELT, FOUND
- OBJECTION RESPONSES
- Sixteen Strategies (and a Bonus) to Shorten the Sales Cycle
- MORE EXAMPLES
- Sales Clown Sample Voice Mail 2
- Sales Pro Sample Voice Mail 2
- Your Turn
- Sales Pro Sample Live Call 2
- Sales Clown Sample E-mail 2
- Sales Pro Sample E-mail 2
- Your Turn
- E-MAIL CONTENT
- OPENING STATEMENT MASTERY WORKSHOP
- Sales Pro Tips
- PUTTING IT ALL TOGETHER
- Gatekeeper Script: Information Call
- Gatekeeper Script Variation: Voice Mail Option
- Decision Maker Call Script: First Call
- Decision Maker Call Script: Follow-Up to Packet Call
- Conclusion 1
- Conclusion 2
- OBJECTION HANDLING
- OBJECTION MASTERY
- Multiple Objections in Succession
- CUTTING YOUR LOSSES
- Good-Bye, So Long Example: Voice Mail 3
- E-mail Follow-Up 3
- Chapter 8 Objectives Are Closer Than They Appear
-
Chapter 9 Soup to Nuts
- THE SELLING GROUP SALES PROCESS
- YOUR COMPUTER VIEW
- SALES PRO TIPS:
- SALES PROCESS STEPS
- SALES PRO TIPS:
- SALES SENSE LETTER FRAMEWORK
- SAMPLE LETTER TO PROSPECT
- Sales Pro Tips:
- OPTION #1:
- OPTION #2:
- OPTION #3:
- THE CLOSE: IF PROSPECT ASKS YOU ANY QUESTIONS
- Options:
- MORE INFORMATION REQUEST:
- APPOINTMENT INVITATION AND SOCIAL MEDIA INTEGRATION:
- Sales Pro Tips:
- FIRST VOICE MAIL—VM #1
- IMMEDIATELY SEND E-MAIL #1:
- SECOND VOICE MAIL—VM #2
- IMMEDIATELY SEND E-MAIL #2
- THIRD VOICE MAIL—VM#3
- IMMEDIATELY SEND E-MAIL #3
- Objection: “We Are Already in a Relationship.”
- Objection: “We Have No Issues.”
- Objection: Whatever Their Objection Is
- OBJECTION RESPONSES
- THE OPTOMETRIST!
- ROAD MAP TO SUCCESS
- Sales Pro Tips: Preparing for Your First Face-to-Face Call
- Questions to Ask on the First Call Include the Four Critical Elements in Any Sales Process
- Sample Pain Letter
- Selling Team:
- XYZ Company:
- Chapter 10 Your SMART Prospecting Launch
- Appendix A Shared Traits Worksheet
- Appendix B Opening Statement Template
- Appendix C Daily Time Management Log
- Appendix D Sales Sense Letter Framework
- Appendix E Prospect Approach Planning Checklist
- Appendix F Precall Checklist
- Appendix G Postcall Evaluation
- Appendix H Call Script Worksheets
- Appendix I Smart Prospecting That Works Every Time! Book Evaluation
- Notes
- Index
- About The Author
Product information
- Title: Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
- Author(s):
- Release date: March 2013
- Publisher(s): McGraw-Hill
- ISBN: 9780071805438
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