فروش به هر کسی از طریق تلفن

A script may be a useful tool, but truly powerful phone selling only happens when the approach is tailored to each individual customer. "Selling to Anyone Over the Phone" shows how to do it much better. This must-read resource for sales professionals will help them develop the exceptional phone skills they need to close more sales, more often! This book is crucial reading for anyone who does any selling on the phone - from field reps who sell on the phone occasionally, to full-time telesales reps. Full of practical, time-efficient techniques for connecting with each customer generating leads that translate into real customers and closing more sales faster.

as Companies Cut Back On Their Field Reps And Face-to-face Contact Becomes Rare, Sales Success Increasingly Means Selling On The Phone. Whether You’re A Seasoned Telesales Professional Or A Newcomer Just Pulled In From The Field, selling To Anyone Over The Phone Is The One Book That Will Radically Improve Your Sales Numbers, No Matter What The Product Or How Bad The Economy.

 

this Completely Revised Edition Takes A No-excuses, Hands-on Approach, From Generating Better Leads To Fine-tuning Your Message To Partnering With Decision Makers. And It’s Packed With All-new Chapters On Using Cutting-edge Technology— Such As Delivering Engaging Presentations Via Webinars And Teleconferencing As Well As Composing Text Messages That Are Appropriate And Effective—and On Communicating With People From Diverse Cultures And Countries To Close More Deals.

 

updated Chapters Include New Material On Establishing Ongoing Trust Relationships Over The Phone, As Well As Sample Conversations That Clearly Show What Works And What Doesn’t; Valuable Insider Tips, Such As A Simple Trick That Guarantees Your Appointments Won’t Be Cancelled; Lists Of “freeze Questions” To Avoid; Sidebars On A “greener Way To Do Business”; “talk Tip” Features From One Of The Hottest Sales Trainers Today; And Much More.

don’t Get Stuck In Bad Habits That Prevent You From Reaching Your Goals. Instead, Let This New Edition Of A Bestselling Sales Classic Give You The Specific Tactics You Need For Talking (and Listening) Your Way To Success!

 

renee P. Walkup Is A Sales And Sales-management Consultant With Over 20 Years Of Experience. She Is A Nationally Recognized Professional Public Speaker, A Course Facilitator At The American Management Association, And The President Of Salespeak, Inc., A Sales Performance Company.

sandra Mckee Is A Professional Career Coach, A Corporate Trainer, A Senior Professor At Devryuniversity, And The Author Of Five Other Books.

 

Contents 8 Foreword 10 Acknowledgments 12 Introduction 14 CHAPTER 1 Polishing Your Phone Sales Tools 20 CHAPTER 2 The PLAYING Process 36 CHAPTER 3 Identifying Personality Types Over the Phone 50 CHAPTER 4 Getting Gatekeepers to Work for You 68 CHAPTER 5 Planning and Tracking 84 CHAPTER 6 Setting Up for Success 102 CHAPTER 7 Listening Through the Words 118 CHAPTER 8 Asking High-Value Questions 136 CHAPTER 9 Selling Through Objections 156 CHAPTER 10 Negotiating the Close 176 Appendix A PEAK Personality Type Assessment 196 Appendix B Powerful Proposals That Sell 198 Index 202 A 202 B 202 C 202 D 203 E 203 F 204 G 204 H 204 I 204 J 205 K 205 L 205 M 205 N 205 O 205 P 205 Q 206 R 206 S 207 T 207 U 207 V 207 W 207 Y 207 About the Authors 208 "Customers are busier than ever and are being more and more selective about what they buy and who they buy from. Selling to Anyone Over the Phone shows you how to develop truly exceptional phone skills that win over even the most reluctant customers, letting you consistently sell more effectively, build better relationships, and close more sales on the phone than you ever have before."--Jacket