Stephan Schiffman's Telesales by Schiffman, Stephan -- Read -- Imperial Library of Trantor

Index

Foreword and Acknowledgments Introduction to the New Edition Getting Started A Typical Day Understand Your Ratios Tracking Actual Daily Numbers The Five Ways You Can Increase Your Income Little Things Can Mean a Lot Your “Golf Grip” “Closing” (And Its Hazards) The Four Steps of the Telephone Sales Process Understand the Numbers — and Improve Your Approach Move Forward in the Sales Process Define Prospects Accurately Count the “No” Answers The Ups and Downs of Selling People Respond in Kind Interruptive Marketing Why Writing It All Down Is Essential Master the Game of Catch Developing Your Attention Statement Developing Your Identification Statement Developing the Reason for the Call What to Do If You Don't Get Interrupted The Department Store “Happy Now” “Not Interested” “Send Literature” The Direct Question Put It All Together Some Variations on the Standard Call The Art of Leaving Messages Another Effective Variation The Art of Calling Back “I Was Just Thinking of You” How to Call Former Customers How to Get and Use Connections with People at the Top How to Send the Right Emotional Message over the Phone The Recipe for a Great Conversation The Past, the Present, and the Future Ask “How” and “Why” Early and Often Verify Your Information Paint a Picture Critical Point #2 When to Stop Calling Ten Traits of World-Class Salespeople Appendix About the Author

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