دانلود کتاب The Cold Calling Equation: Problem Solved – معادله فراخوانی سرد: مسئله حل شد

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 another 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 not 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 not have time right now’ or ‘We are not 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 no 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 novice cold caller from frustration and failure to control and success.

Contents:
Introduction: Taking the First Step Forward
Section I: Strategy
   1  Goal: Focusing on the Best Goal
   2  Value: Grab the Prospect’s Attention
   3  Target: Defining the Ideal Prospect
Section II: Core Concepts
   4  Qualify: Screening Prospects
   5  Objections: Keeping Calls Strong
   6  Disqualify: Pushing Away to Move Forward
   7  Gatekeeper: Turning an Enemy into an Ally
   8  Pain: Identifying What is Not Working
   9  Interest: Creating Momentum
 10  Rapport: Building Strong Connections
 11  Credibility: Instilling Confidence
Section III: Game Time
 12  Preparation: Knowing What to Say and What to Ask
 13  Inner Game: Improving Your Mental State
 14  Activity: Getting In the Game
 15  Voice: Communicating Effectively
 16  Connect: Getting a Hold of Prospects
 17  Email: Accelerate Your Results
 18  Voicemail: Solving the Message Mystery
 19  Close: Securing Commitment
 20  Reflection: Reflecting Back to Move Forward
 21  Sum: Adding to the Equation
About the Author
References
Acknowledgments
Recommended Resources

معادله تماس سرد: حل مسئله کتابی بر اساس سناریوهای دنیای واقعی است که توسط مایکل هالپر که سیزده سال تجربه در تماس سرد دارد، توسعه یافته است. او که یک مربی پرانرژی فروش است، عملیات فروش تلفنی را برای مشاغل دیگر اجرا می‌کند و تیمی از تماس‌گیرندگان را مدیریت می‌کند.

کتاب خواننده را فصل به فصل از موانع دیگر تماس سرد می‌برد و فروشنده را نشان می‌دهد. چگونه این موانع را برطرف کنیم او همچنین نحوه ساخت لیست‌ها و اسکریپت‌های هدف، برخورد با مخالفت‌ها، یافتن فرصت‌ها، ایجاد رابطه و علاقه و موارد دیگر را نشان می‌دهد.

وضعیت روان‌شناختی تماس‌گیرنده سرد نیز در نظر گرفته می‌شود. این کتاب راهبردهای محکمی برای غلبه بر اض

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