完美领导关键词 Perfect Phrases for Lead Generation txt umd azw3 下载 fb2 pdf 在线 免费

Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, everything needs to be perfect. That's why you need Perfect Phrases for Lead Generation by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to:

Identify the 25 types of clients-and customize your words to win them over

Master the 10 principles of direct prospecting-using the right phrases to turn cold calls into cash

Expand your customer base-and grow your sales-faster, bigger, and better

Filled with hundreds of ready-to-use phrases, specific sales pitches, new communication tools, and other networking secrets, this invaluable handbook puts all the tricks of trade at your fingertips.

作者简介：

Bill Brooks is CEO of The Brooks Group, one of the world's premiere resources for sales and business leadership. He is a renowned corporate coach, consultant, speaker, and the author of fifteen books.

Pretace

Acknowledgments

Chapter 1．The Realities，Myths，Errors,and

Urban Legends Behind Prospecting

Prospecting：What It Is and What It Isn’t

The Urban Legends of Lead Generation

Selling's Number—One Secret

A Word ofCaution

The T。hree Biggest Myths in Lead GeneratiOn

The Three Biggest Lead+Generation Mistakes and

Howto AvoidThem

The Hardest Part of Prospecting

Chapter 2．Your Direct Value Statement：What to Say

Ybur Direct Value Statement

Using Direct Value Statements

ThreeTypes ofContact

Chapter 3．Direct Methods of Prospecting—Cold,Warm，and Hot Calling：What to Say

Cold Calling

Cold CalI Phrases and Situations

A Receptionist or Gatekeeper Answers the Phone 2

TheGatekeeperIsPositiveandReceptive,butYour

Prospective Customer jS Reluctant

The Gatekeeper Answers the Phone and Your Prospective

Customer／s Positive and Recepfive

Your Prospective Customer Answers the Phone and Is Resistont

ybur Prospective Customer Answers the Phone and fS Positive 30

Your Prospective Customer Answers the Phone and Is and different

Leaving an Effective Cold Call Voice-Mai|Message

Warm and Hot Calling：The Key Differences

Ten Powerful VisuaI Presentation Principles

PrinCIDle 1：Have Lotsof"Alr"

Pfincole 2：Set Up Wide Margins

Principle 3：When in Doubt,Use Ragged Right

Principle 4：KeeD the Paragraphs Short

Principle 5：KeeD the Sentences Short

Principle 6：Create a Lot of Visuaf Variety

Principle 7：Don't Italicize or Unclerline More Than

AboutThreeWordsfnaRow

Principle 8：Don't Make Underlines Solid

Principle 9：AvoidtheUseofAllCaps

Principle 10：Use"Prime-TimeWindows。(PTWs)

to Their Full Potential

What Prospective Customers Hear

A Sample Pre—Approach Communication Document

Chapter4 pre-Approach Campaigns:What to Say or Write to 25 Types of Prospective Customers

Chapter5 Contacting Warm and Hot Prospective Customers:What to Say

Chapter6 Always Confirm Every Appointment:What to Say or Write

Chapter7 Multiple Strategies for Lead Generation and How to Make Them Work

About the Author

BUl Brooks，is considered America’S foremost sales strategist．The author or co—author of 1 4 previous books，he is CEO and Founder of The Brooks Group，a sales and sales management screening，development，and retention firm based in Greensboro，NC．

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书籍介绍

The Right Phrase for Every Situation…Every Time Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, everything needs to be perfect. That's why you need Perfect Phrases for Lead Generation by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to: Identify the 25 types of clients-and customize your words to win them over Master the 10 principles of direct prospecting-using the right phrases to turn cold calls into cash Expand your customer base-and grow your sales-faster, bigger, and better Filled with hundreds of ready-to-use phrases, specific sales pitches, new communication tools, and other networking secrets, this invaluable handbook puts all the tricks of trade at your fingertips.