Stephan Schiffman's Telesales America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales

ISBN-10: 1580628133

ISBN-13: 9781580628136

Edition: 2nd 2003

List price: $12.95
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Book details

List price: $12.95
Edition: 2nd
Copyright year: 2003
Publisher: Adams Media Corporation
Publication date: 1/1/2003
Binding: Paperback
Pages: 208
Size: 6.25" wide x 9.50" long x 0.75" tall
Weight: 0.594
Language: English

Stephan Schiffman is the founder of D.E.I. Management Group, which has become one of the nation's fastest growing sales training organizations. Since 1979, D.E.I has trained more than half a million professionals through seminars, workshops, and lectures. He is a frequent guest on national radio and television shows.

Foreword and Acknowledgments
Introduction to the New Edition
Getting Started
A Typical Day
Understand Your Ratios
Tracking Actual Daily Numbers
The Five Ways You Can Increase Your Income
Little Things Can Mean a Lot
Your "Golf Grip"
"Closing" (And Its Hazards)
The Four Steps of the Telephone Sales Process
Understand the Numbers--and Improve Your Approach
Move Forward in the Sales Process
Define Prospects Accurately
Count the "No" Answers
The Ups and Downs of Selling
People Respond in Kind
Interruptive Marketing
Why Writing It All Down Is Essential
Master the Game of Catch
Developing Your Attention Statement
Developing Your Identification Statement
Developing the Reason for the Call
What to Do If You Don't Get Interrupted
The Department Store
Happy Now
Not Interested
Send Literature
The Direct Question
Put It All Together
Some Variations on the Standard Call
The Art of Leaving Messages
Another Effective Variation
The Art of Calling Back
I Was Just Thinking of You
How to Call Former Customers
How to Get and Use Connections with People at the Top
How to Send the Right Emotional Message over the Phone
The Recipe for a Great Conversation
The Past, the Present, and the Future
Ask "How" and "Why" Early and Often
Verify Your Information
Paint a Picture
Critical Point #2
When to Stop Calling
Ten Traits of World-Class Salespeople
About the Author
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