Lessons from 100,000 Cold Calls: Selling Techniques That Work...No Matter How Many Calls You Make Book

Part One: Welcome to My World

Chapter 1: Selling black cats at midnight

Chapter 2: Nobody does it better
Element of surprise
Personal contact
Immediate feedback
Flexibility
Cost effectiveness

Chapter 3:Your mission, should you choose to accept it
Evolution
Specific roles
For best results

Chapter 4:Houston, we have a problem!
Navigational error
System failure
Fuel shortage

Part Two: Selling 101

Chapter 5:The dancing refrigerator
Organizational benefits
Individual benefits
Relative value

Chapter 6:Trust makes the world go 'round
Trust-based selling
Barriers to trust

Chapter 7:Can your company be trusted?
Old friends are the best friends
Will you be my neighbor?
Bigger is better, sometimes
The establishment
The wow factor

Chapter 8:Can you be trusted?
I am you, and you are me.
I like; therefore, I buy.
Straight shooters
Wise guys
Hear me, heal me
A helping profession
Celebrity sells
I believe in you and me

Chapter 9:Event-driven marketing
Organizational changes
Market trends -
Competition
Cost increases
New regulations
Disasters

Part Three: The Right Companies

Chapter 10:The case of Big Bob

Chapter 11:Target marketing
Location
Organization
Size
Revenue
Years in business
Nature of business
Other variables
Epilogue

Part Four: The Right People

Chapter 12:A day in the life
Busy
Stressed
Skeptical
Hopeful
Ambitious

Chapter 13:-You are what you do
Entrepreneurs
Sole-proprietors
Chief Executive Officers (CEOs)
Chief Financial Officers (CFOs)
Chief Operations Officers (COOs)
Chief Information Officers (CIOs)
Sales Managers
Marketing Managers
Professionals
Educational leaders
Government officials

Chapter 14:Hot buttons
Newcomers
Old timers
Public figures
Pet projects

Chapter 15:-Decision making
Five styles
Adolescents
Who to avoid

Chapter 16:-Names
In-house information
Company website
Internet search
Local publications
List brokers
Asking -

Part Five: Goals & Priorities

Chapter 17:Set a course
The balance
Process goals
Outcome goals
In the end

Chapter 18:Eat dessert first
Ranking systems
Caution

Part Six: Master Database

Chapter 19:Compiling data
Clean-up
De-duping
Reformatting
Merge/purge
Do not call

Chapter 20:Data management software
Fields
Functionality

Part Seven: Know Your Stuff -

Chapter 21:The semi-expert
Features
Benefits
Objections
Customer service
Legal and safety
Price
Technical terms
Competitive advantage

Chapter 22:Back-up
Cheat sheets
Experts
Collateral material

Part Eight: Sound Power

Chapter 23:Use the Force, Luke
In the beginning
Tones

Chapter 24: Harmonic conversion
Loudness
Rate
Pitch
Intonation
Fluency
Enunciation
Pronunciation
Variations
Warmth
Energy

Chapter 25:Interference
Connections
Nonverbal

Part Nine: Getting In

Chapter 26:Direct dial
Research
The receptionist

Chapter 27:Gatekeepers
Plan A
Plan B
Acceptance

Chapter 28:When to call

Part Ten: What to Say -

Chapter 29:Winning words
The sweetest sound
Being polite
Subliminal "Yes"
Too much of a good thing

Chapter 30:You had me at hello
The greeting
The answer
And you?
Variations
Detractors

Chapter 31:The fifteen-second introduction
Essential message
Script

Chapter 32:The sixty-second overview
Script
Transitional questions
What's next?

Chapter 33:"Yes!"
Call to action
Timing -
The magic words

Chapter 34:"I have a question."
Thanks
The real issue
Active listening
What they want to hear

Chapter 35:"Ask me a question."
Basics
Don't
Step-by-step
Conclusions

Chapter 36:"I have an objection."
Before you start
No need
No money -
No time
No trust
No authority

Chapter 37:"I'm not interested."

Chapter 38:Leave a message
Script
Why messages make sense

Chapter 39:Follow-up
Action items
Hand-offs
Repeat calls
E-mail
Record keeping

Part Eleven: Self-Management

Chapter 40:Fear
Kiss of death
The boogeyman

Chapter 41: -Playing to win -