| Description |
1 online resource (332 p.) |
| Contents |
Cover -- Title Page -- Copyright Page -- Contents -- Part 1 Introduction -- Chapter 1 The Lost Art of Proactive Calling in the Sales Profession -- Chapter 2 An Executive Summary: How to Pick Up the Phone and Sell -- Chapter 3 Lead with the Phone: Make It the Tip of Your Selling Spear -- Definition: What Is a Proactive Call? -- Proactive Calls Feed the Sales Machine -- Phone First: Lead with the Phone -- Three to Five Calls a Day -- Chapter 4 The Phone Is the Single Most Effective and Underused Selling Tool We Have -- Reasons the Phone Is the Single Most Effective Selling Tool -- Phone Calls Make Us Singularly Memorable, but Email Makes Us Forgettable -- What About Meetings? -- Chapter 5 Why We Avoid the Phone -- Practical Reasons We Don't Pick Up the Phone -- Mindset Issues for Why We Don't Pick Up the Phone -- Chapter 6 The Phone Compared to Other Sales Communi-cations Pathways -- The Proactive Call -- In-Person Meetings -- Video Conferences -- Text Messages -- Handwritten Notes -- LinkedIn and Other Social Media -- Email -- Chapter 7 Planners and Trackers to Help You Pick Up the Phone and Sell -- Create Your Target 60: A Running List of Customers and Prospects You Want to Communicate With -- Plan Your Proactive Calls for the Week -- Finally, Log Your Calls -- Part 2 Your Mindset and Your Phone -- Chapter 8 It's Impossible to Outsell Your Mindset -- Sports as a Parallel -- Why It's Impossible to Outsell Our Mindset -- The Mindsets That Make Proactive Calling Easy -- These Mindsets Go Together -- Our Mindset Is neither Fixed nor Permanent - You Can Develop It -- You Develop These Mindsets Simply by Choosing to Do So -- Chapter 9 Fear Is the Enemy of Picking Up the Phone -- On Fear in Sales -- Fears Are Not Grounded in Reality -- So, What Do We Do About This Fear? -- Chapter 10 Let's Talk About Our Specific Fears Around Phone Selling |
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Remember That You're Mostly Calling People You Know -- The Fear: I don't want to be seen as a used car salesperson. -- The Fear: I don't want to bother the customer. -- The Fear: Their phone is already ringing off the hook. -- The Fear: If they want to talk to me, they'll call me. -- The Fear: I do not enjoy getting phone calls, so people obviously do not like to talk on the phone. -- The Fear: Nobody answers their phone anyway, so why bother? -- A Final Note on Fear - These Are Our Discomforts -- Chapter 11 Believe in Your Value as Much as Your Customers Do -- Chapter 12 Perseverance Is a Sales Superpower -- The Definition of Perseverance -- Ours Is a Rejection Profession -- Sales Success Is Like a Rare and Valuable Rookie Card -- Perseverance Is Twice as Important as Talent or Technique -- The Next Effort May Be the One That Gets It Done -- Perseverance Even When It Feels Hopeless -- Have Faith in Yourself and the Process -- Two Kinds of Perseverance -- The Critical Importance of Multiple Efforts -- Who Deserves for Us to Persevere? -- And, at the Top of the List of Those Who Deserve for You to Apply Perseverance to Your Selling Work: YOU! -- Chapter 13 The First Phone Call Is the Answer! -- Just make the first proactive call. -- Part 3 Call Tactics, Mechanics, and Strategies -- Chapter 14 How Proactive Calls Can Fit into Your Sales Process -- What Proactive Calls Can Do for You -- Building Relationships with Prospects Before Your Sales Conversation Begins -- Start New Sales Conversations with New Prospects -- Progress Existing Opportunities Toward a Quote or Proposal -- Follow Up on Quotes and Proposals to Close Them -- Begin Discussions about Additional Products or Services for Your Existing Customers -- Note: You Know These People -- Chapter 15 Pre- and Post-Call Communi-cations |
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Phone First: Make Calls the First Communication in Your Selling Work -- The Optional Pre-Call Communication -- Send a Post-Call Communication -- Chapter 16 What Time of Day Should You Call? -- Eat the Frog -- Chapter 17 How Many Calls Per Day? -- Three Proactive Calls Daily Is Enough to Drive Up Your Sales Significantly -- So, How Many Calls Per Day Is the Right Number? -- Chapter 18 The Power of a Pomodoro Timer -- Why Use a Pomodoro Timer? -- How to Use It -- Chapter 19 Always Leave a Voicemail: Simple Scripts to Get Your Calls Returned -- Components of an Effective Voice Message -- Send an Electronic Message After Leaving Your Voicemail -- Chapter 20 An Effective Proactive Call Has Three Parts -- Altogether, Each of These Calls Lasts 5 to 10 Minutes - No More -- Most People Are Challenged by the Third Part -- Chapter 21 Silence Will Make You Rich -- It's Our Discomfort, Not the Customer's -- The Customer Should Talk at Least 75% of the Time -- Chapter 22 Why It's Critical to Log Your Calls -- Part 4 Who Should You Call? Mostly, Call People You Know -- Chapter 23 You Know Hundreds of People Who Can Buy from You - Call Them! -- Current Customers -- Past Customers -- Current Prospects -- Past Prospects -- These Calls Are Lightning Fast -- The Upcoming Chapters -- How to Plan Who to Call -- Chapter 24 Call Customers Who Can Buy More from You -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers Who Can Buy More -- Chapter 25 Call Customers Who Just Received Products or Services -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers Who Just Received Products or Service from You -- Chapter 26 Call Customers Who Haven't Made Their Regular Purchase in a While -- About This Group of Customers -- Why Call Them? |
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Your Script: What to Say to Customers Who Used to Buy Something Regularly but Stopped -- Chapter 27 Call Customers Who Email You Orders and Inquiries -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers Who Email Orders and Inquiries -- Chapter 28 Call Customers Who Have a Quote or Proposal -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers Who Have a Quote or Proposal -- Chapter 29 Call Customers You Haven't Talked to in Three Months or More -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers You Haven't Talked to in Three Months or More -- Chapter 30 Call Customers Who Used to Buy from You, but Stopped -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers Who Used to Buy from You But Stopped -- Chapter 31 Call Customers Who Are House Accounts and Rarely Hear from Your Company -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Customers Who Are House Accounts -- Chapter 32 Call Prospects You've Talked to but Who Never Bought from You -- About This Group of Customers -- Why Call Them? -- Your Script: What to Say to Prospects You've Previously Talked To -- Part 5 Cold Calls: Calling People You Don't Know . . . Yet -- Chapter 33 An Important Note on Cold Calling -- Chapter 34 The Benefits of Calling People You Don't Know . . . Yet -- Prospects Don't Know You Only Once: At the Beginning of the First Call -- Calling People You Don't Know Quickly Builds the List of People You Know -- You're Filling Your Pipeline and Increasing Your Opportunities -- More People Will Get to Be Helped by You -- Chapter 35 There Are No Cold Calls, so Stop Thinking About Them That Way -- Personal Areas in Common -- Pandemic Areas in Common -- Business Areas in Common |
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You Have All This in Common - So Please Stop Thinking About Them as Cold Calls -- Chapter 36 How to Find Prospects You Don't Know Yet -- Ask Your Current Customers Who Else Buys What You Sell -- Ask Your Current Customers for Referrals Outside Their Company -- Ask Key Connectors for Referrals -- Mine Your Company's Past Customers -- Call Prospects You Simply Know Are Buying Elsewhere Now -- If You Need Even More, Go to LinkedIn -- Chapter 37 Scripts for Quickly Warming Up Cold Calls -- Your Script: What to Say to Prospects You Don't Know (Remember, These Aren't Cold Calls, but Relationship Calls or Helping Calls) -- Chapter 38 Let's Focus on What We Can Control -- Acknowledgments -- About the Author -- Index -- EULA |
| Notes |
Description based upon print version of record |
| Form |
Electronic book
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| ISBN |
9781119814641 |
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1119814642 |
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