Selling to Anyone over the Phone Connect with Every Customer; Generate Better Leads; Close More Sales

ISBN-10: 0814414834
ISBN-13: 9780814414835
Edition: 2nd 2010
List price: $26.50
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Book details

List price: $26.50
Edition: 2nd
Copyright year: 2010
Publisher: Amacom
Publication date: 9/1/2010
Binding: Paperback
Pages: 224
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.814
Language: English

Acknowledgments
Introduction: Selling "Double Green"
Setting Up for Success
Apply New Tactics for New Times
Move to Phone Selling Success
Begin Your Prep Work
Launch Your Call Day
Open Calls with Confidence
The Payoff
Managing Time and Information for Profitability
Improve Your Time-to-Sales Ratio
Locate Quality Customers
Gather and Manage Customer Information
The Payoff
Identifying Personality Types Over the Phone
The Precise Customer
The Energized Customer
The Assured Customer
The Kind Customer
Personality Matches and the Phone Salesperson
The Phone Salesperson's Quick-Reference Extra: The Salesperson ↔ Customer Match
The Payoff
Getting Gatekeepers to Work for You
Engage the Person Answering the Phone
Use Voice Mail to Gain Useful Information for Strategic Calling
The Payoff
Asking High-Value Questions
Establish or Deepen Your Relationship with the Customer
Use Questions as Tactics
Avoid Asking the Wrong Questions
Guidelines for High-Value Questions
Ask Questions at the Right Time: The Trust Scale
The Payoff
Listening and Presenting
Listen from "Hello"
Listen for the Customer's Personality Style
Focus on the Phone: The Listening Challenge
Listen While Presenting: I-N-V-O-L-V-E Your Customer
Vary the Tools You Use for Effective Presentations
The Payoff
Selling Through Objections
The Value of Objections
Techniques for Handling Objections
Personality-Type Objection Patterns
The Payoff
Negotiating the Close
Set Up the Close
Eliminate Buyer Anxiety
Ask for the Business
Negotiate: Carve Out the Details
Seal the Close
The Payoff
Using New Technology in Phone Sales
The Pros and Cons of New Technology
Guidelines for the Strategic Use of New Technology
The Payoff
Selling to Customers from Other Cultures
The Importance of Time
The Role of the Relationship
Language and Communication Across Cultures
Culture and Personality
Dealing with Cultural Differences
The Payoff
PEAK Personality Type Assessment
Handling Customer Complaints Effectively
How to Present Powerful Proposals That Sell
Index

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