电话销售指南Telephone Sales For Dummies
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作者： Dirk Zeller著
出 版 社：
出版时间： 2007-11-1字数：版次： 1页数： 272印刷时间： 2007/11/01开本： 16开印次： 1纸张： 胶版纸I S B N ： 9780470168363包装： 平装内容简介
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.
作者简介
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.
目录
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
