完美领导关键词 Perfect Phrases for Lead Generation
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作者： Bill Brooks著
出 版 社： Oversea Publishing House
出版时间： 2007-10-1字数：版次： 1页数： 247印刷时间： 2007/10/01开本： 32开印次： 1纸张： 胶版纸I S B N ： 9780071495899包装： 平装内容简介
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.
作者简介
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．
An honors graduate of Gettysburg College，he also holds a master’S degree from Syracuse University．One of the country’S most in—demand sales and business speakers，he is a Certified Speaking Professional，Certified Management Consultant，and member of the Speaking Hall of Fame．
Mr．Brooks numbers among his clients some of the world’S best—known and prestigious organizations in more than 400 industries．A former college football coach and military officer with 23 m6nths’duty in Southeast Asia，he has delivered more than 3500 keynotes。speechesI seminars|and workshops since 1980．A sales award winner，he has been president of a national sales organization with over 3500 salespeople．
目录
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
