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Your no-nonsense guide to selling and generating leads by phone
Want to be persuasive on the phone? This hands-on, interactive guide is packed with proven techniques for becoming a champion telephone salesperson. You'll see how to make pre-call plans, conquer your sales call fears, prepare a winning script, ask the right questions, overcome objections, and prospect your way to success.
Discover how to:
* Make cold, warm, and referral calls
* Get past screeners
* Orchestrate a successful close
* Understand the "Do Not Call" law
Your no-nonsense guide to selling and generating leads by phone
Want to be persuasive on the phone? This hands-on, interactive guide is packed with proven techniques for becoming a champion telephone salesperson. You'll see how to make pre-call plans, conquer your sales call fears, prepare a winning script, ask the right questions, overcome objections, and prospect your way to success.
Discover how to:
* Make cold, warm, and referral calls
* Get past screeners
* Orchestrate a successful close
* Understand the "Do Not Call" law
Part I: Picking Up on Telephone Sales.
Chapter 1: Calling All Sales Professionals!
Chapter 2: Thriving as a Telephone-Sales Pro.
Chapter 3: Brave New World: The Laws of Telesales Land.
Part II: Laying the Groundwork for Telephone-Sales Success.
Chapter 4: Doing Your Homework for A-Plus Calls.
Chapter 5: Prospecting Your Way to Success.
Chapter 6: Conquering Sales Call Aversion.
Chapter 7: Investing Your Time Wisely.
Part III: You Make the Call!
Chapter 8: Getting Past the Gatekeeper.
Chapter 9: Opening Your Sales Call with Ease.
Chapter 10: Getting Out of the Answers and Into the Questions.
Chapter 11: Mastering the Art of Listening and Silence.
Chapter 12: Executing Powerful Presentations.
Part IV: Going for the Close.
Chapter 13: Overcoming Objections.
Chapter 14: Orchestrating a Successful Close.
Chapter 15: Moving Forward When You Don't Land the Sale.
Part V: Increasing Your Sales.
Chapter 16: Exploding Your Earnings through Behavioral Selling.
Chapter 17: Selling the Way Your Customer Wants to Buy.
Chapter 18: Staying Motivated to Succeed.
Part VI: The Part of Tens.
Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone.
Chapter 20: Ten Phrases to Banish from Your Vocabulary.
Chapter 21: Ten (Or So) Actions that Promote Phone-Sales Success.
Index.
| Erscheinungsjahr: | 2007 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | 288 S. |
| ISBN-13: | 9780470168363 |
| ISBN-10: | 0470168366 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Zeller, Dirk |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 234 x 156 x 16 mm |
| Von/Mit: | Dirk Zeller |
| Erscheinungsdatum: | 01.12.2007 |
| Gewicht: | 0,445 kg |
Part I: Picking Up on Telephone Sales.
Chapter 1: Calling All Sales Professionals!
Chapter 2: Thriving as a Telephone-Sales Pro.
Chapter 3: Brave New World: The Laws of Telesales Land.
Part II: Laying the Groundwork for Telephone-Sales Success.
Chapter 4: Doing Your Homework for A-Plus Calls.
Chapter 5: Prospecting Your Way to Success.
Chapter 6: Conquering Sales Call Aversion.
Chapter 7: Investing Your Time Wisely.
Part III: You Make the Call!
Chapter 8: Getting Past the Gatekeeper.
Chapter 9: Opening Your Sales Call with Ease.
Chapter 10: Getting Out of the Answers and Into the Questions.
Chapter 11: Mastering the Art of Listening and Silence.
Chapter 12: Executing Powerful Presentations.
Part IV: Going for the Close.
Chapter 13: Overcoming Objections.
Chapter 14: Orchestrating a Successful Close.
Chapter 15: Moving Forward When You Don't Land the Sale.
Part V: Increasing Your Sales.
Chapter 16: Exploding Your Earnings through Behavioral Selling.
Chapter 17: Selling the Way Your Customer Wants to Buy.
Chapter 18: Staying Motivated to Succeed.
Part VI: The Part of Tens.
Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone.
Chapter 20: Ten Phrases to Banish from Your Vocabulary.
Chapter 21: Ten (Or So) Actions that Promote Phone-Sales Success.
Index.
| Erscheinungsjahr: | 2007 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | 288 S. |
| ISBN-13: | 9780470168363 |
| ISBN-10: | 0470168366 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Zeller, Dirk |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 234 x 156 x 16 mm |
| Von/Mit: | Dirk Zeller |
| Erscheinungsdatum: | 01.12.2007 |
| Gewicht: | 0,445 kg |
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