03860nam 2200637Ia 450 991045833170332120200520144314.00-470-27622-3(CKB)1000000000403444(EBL)331526(OCoLC)608622421(SSID)ssj0000256821(PQKBManifestationID)11193782(PQKBTitleCode)TC0000256821(PQKBWorkID)10225781(PQKB)10030093(MiAaPQ)EBC331526(JP-MeL)3000029165(Au-PeEL)EBL331526(CaPaEBR)ebr10226720(CaONFJC)MIL122240(EXLCZ)99100000000040344420070905d2008 uy 0engur|n|---|||||txtccrTelephone sales for dummies[electronic resource] /by Dirk ZellerHoboken, NJ Wileyc20081 online resource (290 p.)--For dummiesIncludes index.0-470-16836-6 Telephone Sales For Dummies; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Introduction; About This Book; Conventions Used in This Book; What You're Not to Read; Foolish Assumptions; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; 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 SuccessChapter 4: Doing Your Homework for A-Plus CallsChapter 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 CloseChapter 15: Moving Forward When You Don't Land the SalePart 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; IndexNearly 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 N--For dummies.Telephone sellingTelemarketingSales personnelTraining ofElectronic books.Telephone selling.Telemarketing.Sales personnelTraining of.658.84658.872Zeller Dirk858528MiAaPQMiAaPQMiAaPQBOOK9910458331703321Telephone sales for dummies1916580UNINA