Smart Selling on the Phone and Online: Inside Sales That Gets Results
- 3h 59m
- Josiane Chriqui Feigon
- AMACOM
- 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. Sales professionals will learn how to:
- Overcome ten different forms of “paralysis” and reestablish momentum
- Sell in sound bites, not long-winded speeches
- Ask the right questions to reveal customer needs
- Navigate around obstacles to get to the power buyer
- Prioritize and manage their time so that more of it is spent actually selling
- And more
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!
About the Author
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.
In this Book
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Smart Selling On the Phone and Online—Inside Sales That Gets Results
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Foreword
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Introduction: But I’ve Only Got Four Minutes!
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Time Management—Momentum Control
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Introducing—Selling in Sound Bites
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Navigating—Avoiding the No-Po’s
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Questioning—Building Trust, One Question at a Time
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Listening—Letting Go of Assumptions
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Linking—Selling to Power Buyers
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Presenting—It’s Showtime!
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Handling Objections—Bring Them On!
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Closing—The Complex Road to Gaining Commitment
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Partnering—Conscious Collaboration
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Epilogue
