In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling , celebrated author and sales trainer Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. By: Art Sobczak. All prospects lie, all the time. Never ask for the order. Get an IOU for everything you do.
Don't spill your candy in the lobby. Until now, these unique rules and 45 more were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules.
And when salespeople know the rules, they get results. By: David Mattson. Are you ready to conquer your call reluctance? That is the promise of this book! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering. The resources in this book are a reflection of plus years as a full-time sales performance coach.
This information has helped thousands of people break through their barriers and find the will to make the prospecting calls they need to make. By: Sidney C. The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
By: Jeb Blount. Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful. It's zero pressure and involves just two questions. It's a clear and simple approach that is flexible enough to use on every kind of sale at every given stage.
It can be learned in less than an hour and mastered in a day. By: James Muir. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.
Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal. Tips and techniques for selling products and services on the telephone! This book shows you how to profit in the growing telemarketing boom.
It is the most sophisticated telemarketing guidebook available. Written in a lively way, this book will sharpen your skills immediately. By: Dr. Gary S. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal.
You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. People don't buy from people they like. Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale.
Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid. By: Keenan. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress?
Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2. Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting.
The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business, a method that is simultaneously socially responsible and far more effective than "old marketing".
This new way is The Irresistible Offer. By: Mark Joyner. Sell more. Earn more. Achieve more. Join Mike Le Put in this powerful audio career-development programme, and sell your way to the top! How to Sell, Sell, Sell will equip you with all the knowledge you could ever need. By: Mike Le Put. 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 stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass? If you're in sales, then the question isn't "Have you ever felt this way? Jill Konrath. Mike Brooks has done it again. His fresh and modern approach to the blocking and tackling of sales will surely make Power Phone Scripts another classic desk-side reference manual for all salespeople.
Kevin Gaither. The single best way to increase production from your sales team is to equip them with the most effective skills and tools for winning more sales. Mike became the number one producer out of a team of 25 reps in just 90 days using the habits, skills, and techniques he writes and trains on in his books and onsite training. Power Phone Scripts shows you exactly how to do it. Job Title. Skip to content. Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about?
Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do like build value — hard to do when the prospect is hanging up on you! Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation.
Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board.
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