Smart Selling on the Phone and Online Inside Sales That Gets Results

ISBN-10: 0814414656
ISBN-13: 9780814414651
Edition: 2009
List price: $35.00 Buy it from $3.00
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Description: The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author¿s TeleSmart  More...

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Book details

List price: $35.00
Copyright year: 2009
Publisher: Amacom
Publication date: 11/1/2009
Binding: Paperback
Pages: 272
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.946
Language: English

The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author¿s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to: ¿ Overcome ten different forms of ¿paralysis¿ and reestablish momentum ¿ Sell in sound bites, not long-winded speeches ¿ Ask the right questions to reveal customer needs ¿ Navigate around obstacles to get to the power buyer ¿ Prioritize and manage their time so that more of it is spent actually selling ¿ And more Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of ¿Sales 2.0¿ and become a true sales warrior!

Foreword
Introduction: But I've Only Got Four Minutes!
Time Management: Momentum Control
Inside Sales Is About Time
Less Time Leads to More Paralysis
Be Proactive in a Reactive World
Two Types of Momentum: Proactive and Reactive
Regain Your Momentum
Telephone Techniques for Managing Time
Time Management Strategies
Introducing: Selling in Sound Bites
Introducing Is Your Moment of Truth
The Sales 2.0 Opt-Out Crowd: Selling in a Risk-Averse Marketplace
Making a Live Phone Call
The Multiple-Touch Rule
The Dynamic Duo: Voice MaillE-Mail
Take E-Mail Control
Introducing Strategies
Navigating: Avoiding the No-Po's
Navigating Your Way to a Real Deal
Understanding How Power Works in a Sales 2.0 Environment
Stay Out of the No-Po Zone!
Navigating No-Po's Using the 2x2 Org Chart Rule
Sniffing Out a No-Po
Why We Love Our No-Po's
When You've Been Stuck with a No-Po Too Long
When the No-Po Must Protect His or Her Turf
Watch Out for the No-Po Entourage
Saying Goodbye to No-Po's
Going Around Your No-Po to Address the Power Buyer
Navigating Strategies
Questioning: Building Trust, One Question at a Time
Questioning Uncovers Needs, Qualifies Needs, Controls Calls
Sales 2.0 Is About Substance
Quality Versus Quantity: What's the Difference?
You Can No Longer Afford to Waste a Call
The Four Components of Questioning
Strategy and Planning: The Smart Selling Qualification Criteria
Formulating Questions
Style: It's How You Ask the Question
The Order of Questioning: Doing the Questioning Dance
Questioning Strategies
Listening: Letting Go of Assumptions
Listening Is About Truth
Listening in Sales 2.0: I Can't Hear You Now
The Listening Model Has Changed
Digging for Pain
Active Listening
Using Verbal Listening Cues
Listening Without Assumptions
Sales Intuition
Becoming Comfortable with the Silent Pause
Note Taking Is Information Capture
You Are Only as Good as Your Notes
Information Integration
Listening Strategies
Linking: Selling to Power Buyers
Linking Connects You with C-Level Decision Makers
Sales 2.0 Has Redefined Power
How to Spot the Power Buyers
Linking with Influential Executive Assistants
Spotting Power Buyers Throughout the Sales Cycle
Access Granted! Now What?
Giving Yourself Access: You Deserve to Speak with the Power Buyer!
Linking Strategies
Presenting: It's Showtime!
Taking Presentations Seriously
It's Sales 2.0: All I've Got Is Four Minutes!
Understand the Process
Know Who's Driving
Be 100 Percent Present When Presenting
Think About Your Content
Presenting Strategies
Handling Objections: Bring Them On!
The Brutal Truth About Objections
Riding the Objection Tidal Wave in Sales 2.0
How Salespeople Create Objections
Why Customers Object
The Five Categories of Objections
The E-Mail Objection
Handling Objections Strategies
Closing: The Complex Road to Gaining Commitment
Closing Means Mastering the Sales Process
Sales 2.0: The Complex Close
Master Your Sales Skills
Build a Healthy Sales Funnel
Master Your Sales Process: The Key to Accurate Forecasting
Understand Your Customer's Buying Agenda
Work Out Your Self-Confidence Muscles
Closing Strategies
Partnering: Conscious Collaboration
Sales 2.0: Technology Enables Collaboration
Secrets of Structuring a Good Inside and Field Partnership
Start Strong
Creating Strategic Alliances and Partnerships
Partnering Strategies
Epilogue
Index

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