Guerrilla Teleselling: New Unconventional Weapons and Tactics to Sell When You Can't Be There in Person

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Overview

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.
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Overview

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.
Read More Show Less

Editorial Reviews

Brian Tracy
This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day!
Judy Lanier
Guerrilla Teleselling is FUNdamental reading for anyone or any company who does business by telephone! It covers all the basics and more. Whether you're a beginner or you've been in the business for years, if you can't find at least 12 great ideas in every chapter that will increase your performance, you're not reading! I am recommending it as a resource to all my clients.
Erik Lounsbury
Guerrilla Teleselling is an excellent guide for anyone in sales, whether a rookie or a seasoned professional. . . . It entices the reader to break out of old ruts to become a more effective salesperson by using often surprising tactics that will keep the salesperson both challenged and successful.
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Product Details

  • ISBN-13: 9781441713742
  • Publisher: Blackstone Audio, Inc.
  • Publication date: 12/20/2010
  • Format: MP3 on CD
  • Edition description: Unabridged
  • Pages: 1
  • Product dimensions: 5.30 (w) x 7.60 (h) x 0.60 (d)

Table of Contents

Introduction 1
Ch. 1 Why TeleSelling? 9
Ch. 2 What Makes Guerrilla TeleSelling Unique? 14
Ch. 3 Setting Goals and Objectives 24
Ch. 4 How to Stay Motivated 32
Ch. 5 Preparing Your TeleSelling Workspace 45
Ch. 6 Controlling Interruptions 51
Ch. 7 Managing Pressure and Stress 54
Ch. 8 Your TeleSelling Voice 56
Ch. 9 Greeting Inbound Calls 65
Ch. 10 Increase Your Caller's Satisfaction 69
Ch. 11 Developing an Effective Script 80
Ch. 12 Lead Management Systems 91
Ch. 13 Whom to Call? 95
Ch. 14 Opening Moves 103
Ch. 15 Getting through Voice Mail 123
Ch. 16 Questioning and Qualifying 136
Ch. 17 The 37 Magic Selling Questions 142
Ch. 18 Presenting Your Proposal 147
Ch. 19 Ask for the Order 165
Ch. 20 Dealing with Objections 171
Ch. 21 Serve to Sell Again 183
Ch. 22 Finding the Right People 191
Ch. 23 Measuring Your Success 199
Ch. 24 Creating a Guerrilla Marketing Calendar 205
Ch. 25 Staying in Front of the Customer 211
Ch. 26 Make Your Sales Letters Sizzle 216
Ch. 27 Just the Fax 220
Ch. 28 Creating Effective Newsletters 223
Ch. 29 Become an Author and an Authority 227
Ch. 30 Electronic Brochures 231
Ch. 31 Marketing Yourself On-Line 238
Ch. 32 Videoconferencing and Other Modern Miracles 246
Appendix Web Addresses 255
Bibliography 259
Index 267
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Customer Reviews

Average Rating 4.5
( 2 )
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Sort by: Showing all of 2 Customer Reviews
  • Posted July 18, 2014

    Very Nice and full of Useful Tips.FiveStars

    Very Nice and full of Useful Tips.FiveStars

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted September 18, 2000

    Good book

    Overall, this book is full of information, but not for the B-to-B telemarketer. Although focused toward Business-to-Consumer telemarketing, I found many pointers in the 'Developing Effective Script' and 'Overcoming Objection' Chapters for my Business-to-Business telemarketing initiatives. I have skimmed through several chapters and found the content to be uninteresting, obvious, and very elementary, however the information that I gained from some chapters was very valuable. This is a good book for B-to-C businesses, and other telemarketers who need bits and pieces of advise to 'put it all together!'

    Was this review helpful? Yes  No   Report this review
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