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Pick up the phone and sell : how proactive calls to customers and prospects can double your sales /
"In a digital world when everyone gets more email and text than they can process, the single most effective way to sell to customers remotely is over the phone. Unfortunately, many sales professionals lack the confidence and technique to do this effectively. Just Pick Up The Phone is a definiti...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2022]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Part one. Introduction
- The lost art of proactive calling in the sales profession
- An executive summary: how to pick up the phone & sell
- Lead with the phone: make it the tip of your selling spear
- The phone is the single most effective & underused selling tool we have
- Why we avoid the phone
- The phone compared to other sales communications pathways
- Planners & trackers to help you pick up the phone & sell
- Part two. Your mindset & your phone
- It's impossible to outsell your mindset
- Fear is the enemy of picking up the phone
- Let's talk about our specific fears around phone selling
- Believe in your value as much as your customers do
- Perseverance is a sales superpower
- The first phone call is the answer!
- Part three. Call tactics, mechanics and strategies
- How proactive calls can fit in to your sales process
- Pre & post-call communications
- What time of day should you call?
- How many calls per day?
- The power of a pomodoro timer
- Always leave a voicemail: simple scripts to get your calls returned
- An effective proactive call has three parts
- Silence will make you rich
- Why it's critical to log your calls
- Part four. Who should you call? Mostly, call people you know
- You know hundreds of people who can buy from you-call them!
- Call customers who can buy more from you
- Call customers who just received products or services
- Call customers who haven't made their regular purchase in a while
- Call customers who email you orders & inquiries
- Call customers who have a quote or proposal
- Call customers you haven't talked to in three months or more
- Call customers who used to buy from you, but stopped
- Call customers who are house accounts and rarely hear from your company
- Call prospects you've talked to, but they never bought from you
- Part five. Cold calls: calling people you don't know...Yet
- An important note on cold calling
- The benefits of calling people you don't know...Yet
- There are no cold calls, so stop thinking about them this way
- Finding who to cold call
- Scripts for quickly warming up cold calls
- Let's focus on what we can control.