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Knock
Your
Socks
Off
Prospecting:
How to Cold Call,
Get Qualified Leads,
and Make More Money
by
William “Skip” Miller
&
Ron Zemke
American Management Association
New York • Atlanta • Brussels • Boston • Chicago • Mexico City • San Francisco
Shanghai • Tokoyo • Toronto • Washington, .
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Special discounts on bulk quantities of
books are available to corporations, professional
associations, and anizations. For details,
contact Special Sales Department, , a
division of American Management Association,
1601 Broadway, New York, NY 10019.
Tel.: 212-903-8316. Fax: 212-903-8083.
Web site:
This publication is designed to provide accurate and authoritative
information in regard to the subject matter covered. It is sold with the
understanding that the publisher is not engaged in rendering legal,
accounting, or other professional service. If legal advice or other expert
assistance is required, the services of petent professional person
should be sought.
Library of Congress Cataloging-in-Publication Data
Miller, William
Knock your socks off prospecting : how to cold call, get qualified leads,
and make more money / William “Skip” Miller and Ron Zemke.
p. cm.
Includes bibliographical references and index.
ISBN 0-8144-7285-0
1. Telephone selling. 2. Selling. I. Zemke, Ron. II. Title.
2005
’72—dc22 2005000981
© 2005 William “Skip” Miller and Ron Zemke.
All rights reserved.
Printed in the United States of America.
Artwork © 2005 John Bush.
This publication may not be reproduced,
stored in a retrieval system,
or transmitted in whole or in part,
in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise,
without the prior written permission of ,
a division of American Management Association,
1601 Broadway, New York, NY 10019.
Printing n