Details

Pick Up The Phone and Sell

How Proactive Calls to Customers and Prospects Can Double Your Sales
1. Aufl.

von: Alex Goldfayn
18,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	16.09.2021
ISBN/EAN:	9781119814641
Sprache:	englisch
Anzahl Seiten:	336

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Beschreibungen

Titelbeschreibung

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes: <ul> <li>A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com</li> <li>Direction on how to use text messaging as an adjunct to phone sales</li> <li>Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales</li> <li>Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.</li> </ul> Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

Inhaltsverzeichnis

Part One: Introduction Ch 1: The Lost Art Of Proactive Calling In The Sales Profession Ch 2: An Executive Summary: How To Pick Up The Phone & Sell Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have Ch 5: Why We Avoid The Phone Ch 6: The Phone Compared To Other Sales Communications Pathways Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell Part Two: Your Mindset & Your Phone Ch 8: It’s Impossible to Outsell Your Mindset Ch 9: Fear Is The Enemy of Picking Up The Phone Ch 10: Let’s Talk About Our Specific Fears Around Phone Selling Ch 11: Believe In Your Value As Much As Your Customers Do Ch 12: Perseverance Is A Sales Superpower Ch 13: The First Phone Call Is The Answer! Part Three: Cal Tactics, Mechanics and Strategies Ch 14: How Proactive Calls Can Fit In To Your Sales Process Ch 15: Pre & Post-Call Communications Ch 16: What Time of Day Should You Call? Ch 17: How Many Calls Per Day? Ch 18: The Power of a Pomodoro Timer Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned Ch 20: An Effective Proactive Call Has Three Parts Ch 21: Silence Will Make You Rich Ch 22: Why It’s Critical To Log Your Calls Part Four: Who Should You Call? Mostly, Call People You Know Ch 23: You Know Hundreds of People Who Can Buy From You — Call Them! Ch 24: Call Customers Who Can Buy More From You Ch 25: Call Customers Who Just Received Products Or Services Ch 26: Call Customers Who Haven’t Made Their Regular Purchase In A While Ch 27: Call Customers Who Email You Orders & Inquiries Ch 28: Call Customers Who Have a Quote or Proposal Ch 29: Call Customers You Haven’t Talked To In Three Months Or More Ch 30: Call Customers Who Used To Buy From You, But Stopped Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company Ch 32: Call Prospects You’ve Talked To, But They Never Bought From You Part Five: Cold Calls: Calling People You Don’t Know…Yet Ch 33: An Important Note On Cold Calling Ch 34: The Benefits of Calling People You Don’t Know…Yet Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way Ch 36: Finding Who To Cold Call Ch 37: Scripts for Quickly Warming Up Cold Calls Ch 38: Let’s Focus on What We Can Control Acknowledgements About the Author Index

Autorenportrait

ALEX GOLDFAYN is a sought-after keynote and workshop speaker on sales growth and the principal of The Revenue Growth Consultancy, which grows the annual sales of client companies by an average of 20%. He is the Wall Street Journal bestselling author of 5-Minute Selling and Selling Boldly, as well as The Revenue Growth Habit and Evangelist Marketing.

Back cover copy

Do you know who is afraid to pick up the phone and call their prospects and customers? Your competition! In the selling profession, only the phone is universally understood to be the key to success and, at the same time, so widely avoided. Many salespeople even dread it. That’s why I wrote Pick Up The Phone And Sell—to arm you with a quick and simple guide for attaining significant sales growth by proactively calling your customers and prospects. Get good at using the phone, and you will be in rare air in the sales profession. Because the great majority of salespeople are not very good at using the phone. I’d say 90% of salespeople are reactive. We’re very good at answering the phone and solving problems. But not many of us regularly pick up the phone to call customers and prospects proactively, when nothing is wrong. And yet: <UL><LI>This is where relationships are built</LI> <LI>This is where trust is formed</LI> <LI>This is where you get to help your customers more, and expand your business with them</LI> <LI>This is where the money is made</LI></UL> Among my clients, the salespeople who most often proactively call customers and prospects are the most successful salespeople in their organizations. —Alex Goldfayn www.Goldfayn.com