This insider's guide to getting people to return more sales calls, and clinching every sales effort, provides practical tips and ideas. Advice is given on discovering do-or-die techniques that work, and the best ways to handle technology's gatekeepers through fax/answering machines/voice mail.
Robert Shook is the author of 43 books, including bestsellers such as Mary Kay, Mary Kay on People Management, and The IBM Way. He is also the author of McGraw-Hill's Greatest Sales Stories Ever Told and I'll Get Back to You.
Table of Contents
Creating a Sense of Urgency. Using a Third Party. The Third Time is a Charm. Getting Through the Back Door (via Fax, Express Mail, etc. ). The Personal and Confidential Approach. VIPS and How They Do It. They Did It Before They Were VIPs. What Works on VIPs. Ten Devious But oh so Effective Techniques. Last Ditch Efforts, What No Longer Works. Using Humor, Do-or-Die Techniques. Turn Offs. It's a Woman's World, After All. Dealing with Answering Machines and Voice Mail. Odds and Ends.
I'll Get Back to You: 156 Ways to Get People to Return Your Calls and Other Helpful Sales Tips by Robert L. Shook
Robert L. Shook
Used - Very Good
McGraw-Hill Education - Europe
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