Power phone scripts 500 word-for-word questions, phrases, and conversations to open and close more sales
Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomac...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Incorporated
[2017]
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630747306719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright
- Contents
- Foreword
- Introduction
- Why You Need Phone Scripts
- How to Get the Most from This Book
- Part I: Laying the Groundwork for Success
- Chapter 1: What It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers
- Top Characteristic #1: Make a Commitment
- Top Characteristic #2: Be Prepared for Recurring Selling Situations
- Top Characteristic #3: Record &
- Critique Your Calls For 90 Days
- Top Characteristic #4: Thoroughly Qualify Each Prospect
- Top Characteristic #5: Re-qualify Prospects at the Beginning of your Close
- Top Characteristic #6: Build Rapport Before, during, and After a Sale
- Top Characteristic #7: Ask for the Sales Multiple Times
- Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect
- Top Characteristic #9: Resign from the Company Club
- Top Characteristic #10: Invest Daily in Your Attitude
- Part II: Prospecting Techniques and Scripts
- Chapter 2: Better, Smarter Prospecting Techniques: New Cold Calling Techniques That Work
- A Fresh Prospecting Approach for You
- A Better Approach Than "How Are You Today?
- Don't Say That, Say This!
- How to Develop an Effective Elevator Pitch
- Four Ways to Get Past the Gatekeeper
- Why Asking for Help Is a Great Way to Get Information
- Stop Pitching the Gatekeeper-and What to Do Instead
- What to Do if the Prospect Takes Only Emails
- Chapter 3: Dealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling
- Eighteen New Ways to Handle "I'm Not Interested
- Five New Ways to Handle "Just Email Me Something
- Five (Nine, Really!) New Ways to Handle "I'm Too Busy
- Five New Ways to Handle "We're Currently Working with Someone
- Ten New Ways to Handle "We're All Set
- How to Overcome "We Handle That in House.
- How to Handle the "We're happy with Status Quo" Objection
- Chapter 4: You Can't Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers
- Fifteen Ways to Handle the Competition Objection
- How to Question for Budget
- How to Qualify for Interest
- How to Qualify an Influencer
- The Only Qualifying Question You May Need
- How to Requalify Existing Prospects and Clients
- The Two Most Important Qualifiers (and How to Ask for Them)
- How to Qualify Prospects without Interrogating Them
- Chapter 5: Other Prospecting Situations-and How to Handle Them
- The Proper Way to Handle a Call-In Lead
- Features and Benefits versus Knowing How to Sell
- How to Build Instant Rapport with C-Level Executives
- Chapter 6: Voice Mail and Email Strategies
- Voice Mail: Five Proven Techniques That Get Your Calls Returned
- The Touch-Point Plan: How to Turn Cold Leads into Warm Leads
- Conclusion to Prospecting Techniques and Scripts
- Part III: Closing Techniques and Scripts
- Chapter 7: How to Close the Sale
- Opening a Closing Call
- Five Ways to Get Better at Handling Objections
- How to Use Assumptive Statements
- The Importance of Confirming Your Answers
- Seven Things to Say When Prospects Don't Have the Time for Your Presentation
- How to Stay Organized (and Efficient!)
- How to Get Your Prospect Talking
- Softening Statements That Keep Prospects Talking
- Positive Statements That Help You Sell
- Handling Objections When Requalifying
- Always Have This Close Handy
- The Three Times to Handle an Objection
- Chapter 8: How to Deal with Specific Objections
- How to Handle "I Haven't Looked at the Information Yet
- Eleven New Ways to Handle "The Price Is Too High
- Six New Ways to Handle: "I Need to Talk to My Boss
- Ten New Ways to Handle the "I Need to Think About It" Objection.
- I Want to Think About It"-Another 10 New Ways to Handle It!
- How to Deal Effectively with the Influencer
- Closing Questions to Isolate the Objection
- How to Overcome the "We Tried It Before and It Didn't Work" Objection
- How to Handle "I'll Have to Speak with. . . .
- How to Handle the References Stall
- How to Handle "My Supplier Is My Friend
- How to Overcome the "You Expect Me to Make a Decision Now?" and "I Need to Do More Research" Objections
- How to Overcome the "Market/Industry/Economy Is Bad" Objection
- How to Overcome the "My Relative Handles That for Me" Objection and the "I Have a Longstanding Relationship with My Vendor" Objection
- Chapter 9: Winning Closing Techniques
- How to Use Tie-Downs to Build Momentum
- Too Many Options? Narrow It Down to Get the Sale Now
- Boost Your Sales by Using This One Word
- Ten Ways to Soften the Price Objection and Keep Pitching
- In Sales, the Most Important Thing to Say Is. . . .
- Ask for the Sale Five Times-at Least!
- Chapter 10: Follow-Up Strategies
- The Proper Way to Set a Call Back
- How to Follow Up with Prospects and Win Business
- Staying Top of Mind Across a Longer Time Frame
- Conclusion
- Acknowledgments
- Connect with Mike Brooks
- Call Me
- Other Resources that Will Help You
- About the Author
- Mike Brooks, Mr. Inside Sales
- Index
- EULA.
