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Index
Cover
Title
Copyright
Dedication
Acknowledgements
Contents
Foreword
Intro
Rule 1 Rules Are Meant To Be Broken
Rule 2 Tell the Truth
Rule 3 Maintain the Right Attitude
Rule 4 Always Follow Up
Rule 5 Be Diligent
Rule 6 Gather Prospects from Prospects
Rule 7 Remember, Prospects Are People
Rule 8 Don’t Give Up
Rule 9 Don’t Take the First “No” for an Answer
Rule 10 Ask Good Questions
Rule 11 Be Real
Rule 12 Keep Detailed Records
Rule 13 Can You Automate Yourself?
Rule 14 Develop Relationships
Rule 15 Track Leads Carefully
Rule 16 See Every Project from the Prospect’s Perspective
Rule 17 Use a Script, but Don’t Be Scripted
Rule 18 Be Natural
Rule 19 It’s Not Always about the Sale
Rule 20 Put Yourself in Their Shoes
Rule 21 Just Pick Up the Phone
Rule 22 Use Voicemail to Connect with Prospects
Rule 23 Don’t Let a Telephone Change Who You Are
Rule 24 Be Flexible
Rule 25 Admins Are Not the Enemy
Rule 26 Choose Your Words Carefully
Rule 27 Don’t Do All the Talking
Rule 28 Quit Trying to “Sell” on a Cold Call
Rule 29 Use Gestures
Rule 30 How to Troubleshoot Your Calling
Rule 31 Learn as You Go
Rule 32 Connect the Dots
Rule 33 Understand Your Customer
Rule 34 Have Fun
Rule 35 Use Resources Wisely
Rule 36 People Like to Help
Rule 37 How to Avoid the Vendor Line
Rule 38 Follow Up with Email
Rule 39 Don’t Focus on a Single Contact
Rule 40 Refresh Your Database
Rule 41 Be Aware of the Facets of Your Work
Rule 42 These Are My Rules. What Are Yours?
About the Author
42 Rules Program
Other Happy About Books
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