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Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales / Edition 2
     

Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales / Edition 2

by Stephan Schiffman
 

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ISBN-10: 1580628133

ISBN-13: 2901580628135

Pub. Date: 01/01/2003

Publisher: Adams Media

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman's Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one. Stephan Schiffman has coached thousands of sales teams across the country to

Overview

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman's Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one. Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance. He knows exactly what works and what doesn't, and in this completely revised second edition, he shares with you all of his insider's secrets. By spending just minutes a day with this clear, easy-to-use book, you can learn everything from creating a script, to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world-class salespeople. In this highly competitive world where the obstacles against telemarketers are increasingly daunting, you can't afford not to have these tools in your sales arsenal!

Product Details

ISBN-13:
2901580628135
Publisher:
Adams Media
Publication date:
01/01/2003
Edition description:
Revised
Pages:
208

Table of Contents

Foreword and Acknowledgmentsix
Introduction to the New Editionxi
Chapter 1Getting Started1
Chapter 2A Typical Day4
Chapter 3Understand Your Ratios7
Chapter 4Tracking Actual Daily Numbers9
Chapter 5The Five Ways You Can Increase Your Income13
Chapter 6Little Things Can Mean a Lot17
Chapter 7Your "Golf Grip"19
Chapter 8"Closing" (And Its Hazards)22
Chapter 9The Four Steps of the Telephone Sales Process25
Chapter 10Understand the Numbers--and Improve Your Approach29
Chapter 11Move Forward in the Sales Process31
Chapter 12Define Prospects Accurately36
Chapter 13Count the "No" Answers41
Chapter 14The Ups and Downs of Selling45
Chapter 15People Respond in Kind51
Chapter 16Interruptive Marketing55
Chapter 17Why Writing It All Down Is Essential59
Chapter 18Master the Game of Catch62
Chapter 19Developing Your Attention Statement66
Chapter 20Developing Your Identification Statement69
Chapter 21Developing the Reason for the Call71
Chapter 22What to Do If You Don't Get Interrupted74
Chapter 23The Department Store79
Chapter 24Happy Now83
Chapter 25Not Interested87
Chapter 26Send Literature91
Chapter 27The Direct Question94
Chapter 28Put It All Together97
Chapter 29Some Variations on the Standard Call101
Chapter 30The Art of Leaving Messages106
Chapter 31Another Effective Variation111
Chapter 32The Art of Calling Back114
Chapter 33I Was Just Thinking of You117
Chapter 34How to Call Former Customers120
Chapter 35How to Get and Use Connections with People at the Top123
Chapter 36How to Send the Right Emotional Message over the Phone127
Chapter 37The Recipe for a Great Conversation130
Chapter 38The Past, the Present, and the Future135
Chapter 39Ask "How" and "Why" Early and Often140
Chapter 40Verify Your Information143
Chapter 41Paint a Picture146
Chapter 42Critical Point #2149
Chapter 43When to Stop Calling154
Chapter 44Ten Traits of World-Class Salespeople156
Appendix159
Index187
About the Author193

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