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Smart Selling on the Phone and Online: Inside Sales That Gets Results de Josiane Feigon

Smart Selling on the Phone and Online: Inside Sales That Gets Results

Autor Josiane Feigon
en Limba Engleză Paperback – 22 sep 2009
The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of “Sales 2.0” and become a true sales warrior!
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Specificații

ISBN-13: 9780814414651
ISBN-10: 0814414656
Pagini: 272
Dimensiuni: 155 x 229 x 17 mm
Greutate: 0.39 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States

Descriere

The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of “Sales 2.0” and become a true sales warrior!

Cuprins

CONTENTS

FOREWORD BY JILL KONRATH xiv

INTRODUCTION: But I’ve Only Got Four Minutes! 1

CHAPTER 1: TIME MANAGEMENT: Momentum Control 12
Inside Sales Is About Time 14
Less Time Leads to More Paralysis 16
Be Proactive in a Reactive World 20
Two Types of Momentum: Proactive and Reactive 21
Regain Your Momentum 23
Telephone Techniques for Managing Time 32
Time Management Strategies 36

CHAPTER 2: INTRODUCING: Selling in Sound Bites 38
Introducing Is Your Moment of Truth 39
The Sales 2.0 Opt-Out Crowd: Selling in a Risk-Averse Marketplace 40
Making a Live Phone Call 44
The Multiple-Touch Rule 47
The Dynamic Duo: Voice MailE-Mail 48
Take E-Mail Control 50
Introducing Strategies 62

CHAPTER 3: NAVIGATING: Avoiding the No-Po’s 64
Navigating Your Way to a Real Deal 65
Understanding How Power Works in a Sales 2.0 Environment 68
Stay Out of the No-Po Zone! 70
Navigating No-Po’s Using the 2x2 Org Chart Rule 72
Sniffing Out a No-Po 73
Why We Love Our No-Po’s 77
When You’ve Been Stuck with a No-Po Too Long 78
When the No-Po Must Protect His or Her Turf 79
Watch Out for the No-Po Entourage 79
Saying Goodbye to No-Po’s 79
Going Around Your No-Po to Address the Power Buyer 80
Navigating Strategies 84

CHAPTER 4: QUESTIONING: Building Trust, One Question at a Time 85
Questioning Uncovers Needs, Qualifies Needs, Controls Calls 86
Sales 2.0 Is About Substance 87
Quality Versus Quantity: What’s the Difference? 89
You Can No Longer Afford to Waste a Call 90
The Four Components of Questioning 91
Strategy and Planning: The Smart Selling Qualification Criteria 91
Formulating Questions 97
Style: It’s How You Ask the Question 97
The Order of Questioning: Doing the Questioning Dance 100
Questioning Strategies 103

CHAPTER 5: LISTENING: Letting Go of Assumptions 104
Listening Is About Truth 105
Listening in Sales 2.0: I Can’t Hear You Now 106
The Listening Model Has Changed 108
Digging for Pain 112
Active Listening 114
Using Verbal Listening Cues 118
Listening Without Assumptions 118
Sales Intuition 119
Becoming Comfortable with the Silent Pause 119
Note Taking Is Information Capture 120
You Are Only as Good as Your Notes 121
Information Integration 122
Listening Strategies 125

CHAPTER 6: LINKING: Selling to Power Buyers 126
Linking Connects You with C-Level Decision Makers 127
Sales 2.0 Has Redefined Power 129
How to Spot the Power Buyers 132
Linking with Influential Executive Assistants 137
Spotting Power Buyers Throughout the Sales Cycle 139
Access Granted! Now What? 142
Giving Yourself Access: You Deserve to Speak with the Power Buyer! 147
Linking Strategies 151
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CHAPTER 7: PRESENTING: It’s Showtime! 152
Taking Presentations Seriously 153
It’s Sales 2.0: All I’ve Got Is Four Minutes! 155
Understand the Process 157
Know Who’s Driving 161
Be 100 Percent Present When Presenting 164
Think About Your Content 169
Presenting Strategies 173

CHAPTER 8: HANDLING OBJECTIONS: Bring Them On! 175
The Brutal Truth About Objections 176
Riding the Objection Tidal Wave in Sales 2.0 178
How Salespeople Create Objections 179
Why Customers Object 184
The Five Categories of Objections 186
The E-Mail Objection 191
Handling Objections Strategies 200

CHAPTER 9: CLOSING: The Complex Road to Gaining Commitment 202
Closing Means Mastering the Sales Process 204
Sales 2.0: The Complex Close 204
Master Your Sales Skills 205
Build a Healthy Sales Funnel 209
Master Your Sales Process: The Key to Accurate Forecasting 214
Understand Your Customer’s Buying Agenda 219
Work Out Your Self-Confidence Muscles 223
Closing Strategies 226

CHAPTER 10: PARTNERING: Conscious Collaboration 228
Sales 2.0: Technology Enables Collaboration 230
Secrets of Structuring a Good Inside and Field Partnership 231
Start Strong 236
Creating Strategic Alliances and Partnerships 243
Partnering Strategies 247

EPILOGUE 248

INDEX 249

Notă biografică

JOSIANE CHRIQUI FEIGON (San Francisco, CA) is President and Founder of TeleSmart Communications, a global training and consulting company specializing in inside sales. She is the author of the blog TeleSmart, and her articles have appeared in Selling Power, Call Center Magazine, and other industry publications.