How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 2,Used

How To Sell More, In Less Time, With No Rejection Using Common Sense Telephone TechniquesVolume 2 builds on the ideas and techniques covered in Volume 1 information thousands of sales reps worldwide have used on the phone to get more business, beat call reluctance, and make more money. Regardless of whether you use the phone to set appointments or manage accounts between outside visits, or if you handle ALL of your business by phone, youll get hundreds of profitbuilding ideas you can use right now. Art Sobczak, veteran salesperson, editor of the international TELEPHONE SELLING REPORT sales tips newsletter, and trainer of thousands of professional sales reps shares timetested, wordforword ideas you can use right now to take the pain out using the phone in cold calling, qualifying, managing accounts, negotiating, and selling. Here's just a small sample of the hundreds of ideas you'll get in this book: Voice Mail, Screeners, Getting to Decision Makers Why you shouldnt go above, around, under, or through screeners, and what you should do instead to get them to actually HELP you What to never say on voice mail messages How to get buyers to welcome and expect your next call Wordforword examples of messages that work When leaving no message is better Words to avoid that are sure to get you labeled as a timewasting, selfinterested "salesperson," meaning youre screened out, brushed off, or left waiting for call backs that never arriveBuilding that Professional Telephone "Look" Through Your Voice and Words How to get rid of imagedestroying "umms" How to build rapport, credibility, and likeability Listening for key buying words and emotionsknowing when to talk and when to shut upInterest Creating Opening Statements 13 actions and wordforword mistakes that ensure failure and resistance, and what to say instead A nobrainer, fillinthe blanks opening statement template for prospecting calls that gets them interested Case study examples of horrible openings, and great alternatives you can use and/or adaptSelling With Questions Loads of wordforword questions that get them thinking about, seeing, and feeling their problems and painsprecisely the situations you can help them with through your benefits Putting them in a frame of mind so they want to hear what you have There are such things as dumb questions in sales. Examples, and how to avoid them How to ask about moneyPresenting With Power The notsosecret, "secret" to great presentations How to position what you say as more credible and believable, instead of sounding like a salesperson Using stories to create irresistible visual imagesGetting Commitment and Closing Over 50 wordforword examples of conversational closing and commitment questions you can use today to get agreement, and sales How to get larger sales just as easily as you would get smaller onesSelf Motivation, Beating Call Reluctance, and Rejection Characteristicsthat you can emulateof wealthy salespeople Avoiding negative assumptions that are sure to invite failure How to avoid choking under pressureDealing Successfully With Objections A painless way to address objections and resistance How to blow away price objections Turning "I want to think about it," into, "I WANT it." How to ensure you dont hear, "We dont need it." Why what youve probably heard before about objections is bogus, and what you should do instead. (For example, "You should love objections," "The selling doesnt start until you hear an objection," "Youll hear three objections before youll get a yes," "Every objection puts you that much closer to a yes." Thats ALL bunk!)Successfully Following Up By Phone How to end a call to ensure success on the followup. How to avoid starting followups with the useless and idiotic statement and question, "I sent you out the material. Didja get it? Any questions?" What you should and shouldnt mail after calls How to set solid phone appointments so theyre ready and waiting for your next cal