Profiting by Phone: No Nonsense Skills and Techniques for Selling and Getting Leads by Telephone

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Business By Phone Inc, 1997 - Telephone selling - 248 pages
 

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This book is a great tool for the seasoned professional as well as someone getting on the phone for the first time. The foundations of a good salesperson need to be reinforced consistently throughout their career. Utilizing this book to get initial "buy-in" from the customer, or as a reference to solidify existing skills will make you a better salesperson.
Jim's book "Add On Selling" is a great supplementary read. This book shows how to take your sale and add value not only to your bottom line but also to your customer. Both books are great on their own but truly encompass the sales cycle together.
I have worked with Jim as a consultant and find his ideas and processes assist in leading sales people to success.
I strongly recommend both of these books to anyone in the business of sales.
 

Contents

How to Plan a Successful Day
3
How to Get Better Results By Using a Script
5
What to Do Before Writing
7
Reasons Customers Say Yes
9
Yours and Theirs
11
Use Stage Directions With Your Presentation
14
Telephone Prospecting
17
How to Cold Call Lists Without Contact Names
18
A Simple But Effective Close
126
Turning Around Objections
131
The Objections Job Aid
132
Common Mistakes Made When Addressing Objections
134
Objections Mistakes And How to Avoid Them
137
Find the Real Reason for the Objection
140
Objections and Kathy Brunetta
142
Know When to Use the Retreat
144

How to Generate Qualified Leads By Phone
21
Qualifying and Disqualifying Sales Prospects
24
Are You Wasting Time Watering Dead Plants?
27
Are You Barking Up The Right Trees?
29
Effective Telephone Communication
33
How to Listen Your Way to More Sales
34
How to Communicate So Listeners Understand
38
How to Sound Great on the Phone
42
How to Sell the Sizzle
44
Its the Same Old Song
46
The Power of Silence
48
The Difference Between Persistence and Annoyance
50
Handling Sexist Remarks
52
Words That Maim And Kill Part I
54
The Sales Rep
57
The Vehicle On Which Your Message Travels
61
Improving the Quality of Your Voice
65
Call Openings That Create Interest
69
Scripting The Opening Statement
70
Building Your Call Road Map
73
Four Reasons to Not Use AHAYT And How Are You Today ?
75
Opening Statement Fundamentals
77
How to Develop Your What We Do Statement
80
Questions That Sell
83
Nine Steps to More Effective Questions
84
The Question Aid
87
Making Questioning More Effective
90
The Psychology of OpenEnded Questions
93
Joe Fridays Art of Uncovering Just the Facts
96
Persuasive Presentations
99
The FeatureAdvantageBenefit Job Aid
100
How to Increase Profits By CrossSelling
103
Use the Primer Technique for Cross and UpSelling
106
Tips for Profitable Cross and UpSelling
109
Closing for Commitment
113
The Importance of The Close
114
Close Early and Often or Wait a While?
117
And Heres the Pitch
120
Sure Ways to Lose a Sale
122
Give Full Disclosure During Your Calls
124
Profitable Telesales Strategies
147
Gather Information
148
How to Create Reasonable Doubt About Your Competition
152
How To Build Relationships With Your Customers
156
Staying FocusedOn the Selling
159
When Sending Mail Is Worthwhile
161
How to Increase Your Production Every Day
163
Skills Dont Matter When the Strategy is Faulty
165
Dont Lose Sales Because of Bad Timing
167
I Havent Read it Yet How to Get Them Involved on FollowUp Calls
169
How to Stand Out From all the Sales Clutter
171
How to Collect on What You Sell
173
Nudging Your Customers and Prospects Along So Theyll Do SOMETHING
175
Do as I Say Not as I Do
177
Unbotching the Botched Call
181
What to Do When You Dont Get the Sale
185
Eight Reasons Why Your Calls are Not Returned
188
How to Win The War On Voice Mail
190
Characteristics of Consultative Telesales Representatives
196
Integrating Fax with Telephone Selling
200
Wayne Gretzky and Role Playing
204
How to Get and Stay Motivated
207
How To Overcome Fear on the Phone and of the Phone
208
Use Visualization Techniques to Improve
211
The Stanislawski Method of Motivation
213
Use the Force Luke Lessons From a Jedi Master on Motivation in Telephone Sales
215
Developing an Edge
221
Habits of Highly Effective Telephone Professionals
225
Components Of a Habit
226
Be Proactive
228
Begin With the End In Mind
230
Putting First Things First
232
Overview of Habits Four Five and Six
235
Think WinWin
237
Seek First To Understand Then To Be Understood
239
Synergize
241
Sharpening the Saw
243
The Seven Habits Summarized
245
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