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Beschreibung
Increase your sales and income with proven tactics and strategy
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
Increase your sales and income with proven tactics and strategy
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
Über den Autor
Dirk Zeller specializes in training and coaching sales people and speaks regularly at industry events. He is the author of the bestselling Success As a Real Estate Agent For Dummies.
Inhaltsverzeichnis
Introduction.
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.
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.
Details
| Erscheinungsjahr: | 2007 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 288 |
| 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 |
Über den Autor
Dirk Zeller specializes in training and coaching sales people and speaks regularly at industry events. He is the author of the bestselling Success As a Real Estate Agent For Dummies.
Inhaltsverzeichnis
Introduction.
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.
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.
Details
| Erscheinungsjahr: | 2007 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 288 |
| 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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