Making Sales Appointments

The Dynamic Manager’s Handbook On How To Reach Prospects

Author: Dave Donelson
Pages: 29
Language: English
Publication date: 02/05/2011
0.76 €
VAT included
Instant download after purchase
Adobe PDF format Adobe PDF format
How to navigate voice mail and screens to make sales appointments
Making cold calls in this day of technology-protected, work-over-loaded executives isn’t easy. But you CAN navigate voice mail systems, bypass spam filters, dodge screeners, and connect with your prospects. This book shows you dozens of legitimate ways to make appointments and increase your sales.

You can’t sell someone who refuses to meet you—or can you? There are dozens of practical, legal ways to get past voice mail, charm human assistants, and persuade important people to give you a slice of their precious time so you can make a sales pitch.

“Getting Your Foot In The Door” reveals the methods of other sales pros who know there are many ways to skin a cat—or to get an appointment.

“Getting Past The Screeners” gives you a battle plan for defeating voice mail and turning human screeners into valuable allies.

“Making A Cold Call Appointment” shows you how to make a great first impression while you’re asking the prospect for a meeting. Learn to use five easy steps to make it worthwhile for the prospect to spend some time with you.

“Persistence Counts” explains multiple tactics for getting appointments with busy people. The theme: “Where there’s a will there’s a way.”

“The Brochure Brush-Off” explores responses to the prospect who says, “Just send me sumpthin’ and I’ll look at it.”

“Opening Closed Doors” offers a fool-proof way to get your presentation in front of someone who just won’t see you.
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The most important skill Dave Donelson learned as a journalist was how to ask questions and truly listen to the answers. That skill helped him in his sales career, too, and was even more important when he became an entrepreneur. Listening to other business owners talk about their successes, failures, experiments and tried-and-true tactics helped him not only avoid repeating their mistakes but encouraged him to persevere and try new strategies. The stories and advice of hundreds of small business owners and managers inspired the Dynamic Manager Guides.

Dave Donelson's careers as a broadcaster, entrepreneur, and writer have taken him to many interesting places, not the least of which is inside hundreds of American businesses. Since 1999, he has been a full time freelance writer, publishing numerous books and regularly contributing to national business magazines and dozens of trade publications serving industries from the automotive aftermarket to sporting goods retailing. He also speaks regularly before groups of all sizes. In previous years, he was an entrepreneur, sales trainer, and management consultant. His clients have included one of every seven commercial TV stations in the US. He's also worked with companies engaged in heavy manufacturing, construction, engineering, industrial sales, general retailing, and consumer services. As an entrepreneur, he founded three companies, owned two TV stations, a steel fabricator, and a construction company, and assisted numerous other businesses in various fields.

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