电话销售指南Telephone Sales For Dummies

2007-11  

John Wiley & Sons Inc  

Dirk Zeller  

272  

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Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.

Dirk Zeller specializes in training and coaching sales people and speaks regularly at industry events. He is the author of the bestselling Success As a Real Estate Agent For Dummies.

Introduction Part I: Picking Up on Telephone Sales 　Chapter 1: Calling All Sales Professionals! 　Chapter 2: Thriving as a Telephone-Sales Pro 　Chapter 3: Brave New World: The Laws of Telesales Land Part II: Laying the Groundwork for Telephone-Sales Success 　Chapter 4: Doing Your Homework for A-Plus Calls 　Chapter 5: Prospecting Your Way to Success 　Chapter 6: Conquering Sales Call Aversion 　Chapter 7: Investing Your Time Wisely Part III: You Make the Call! 　Chapter 8: Getting Past the Gatekeeper 　Chapter 9: Opening Your Sales Call with Ease 　Chapter 10: Getting Out of the Answers and Into the Questions 　Chapter 11: Mastering the Art of Listening and Silence 　Chapter 12: Executing Powerful Presentations Part IV: Going for the Close 　Chapter 13: Overcoming Objections 　Chapter 14: Orchestrating a Successful Close 　Chapter 15: Moving Forward When You Don’t Land the Sale Part V: Increasing Your Sales 　Chapter 16: Exploding Your Earnings through Behavioral Selling 　Chapter 17: Selling the Way Your Customer Wants to Buy 　Chapter 18: Staying Motivated to Succeed Part VI: The Part of Tens 　Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone 　Chapter 20: Ten Phrases to Banish from Your Vocabulary 　Chapter 21: Ten (Or So) Actions that Promote Phone-Sales Success Index

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