Book description
Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert
In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone.
From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes:
- A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com
- Direction on how to use text messaging as an adjunct to phone sales
- Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales
- Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.
Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.
Table of contents
- COVER
- TITLE PAGE
- COPYRIGHT
- DEDICATION
-
PART ONE: 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
- CHAPTER 4: THE PHONE IS THE SINGLE MOST EFFECTIVE AND UNDERUSED SELLING TOOL WE HAVE
- CHAPTER 5: WHY WE AVOID THE PHONE
- CHAPTER 6: THE PHONE COMPARED TO OTHER SALES COMMUNICATIONS PATHWAYS
- CHAPTER 7: PLANNERS AND TRACKERS TO HELP YOU PICK UP THE PHONE AND SELL
-
PART TWO: YOUR MINDSET AND YOUR PHONE
- CHAPTER 8: IT'S IMPOSSIBLE TO OUTSELL YOUR MINDSET
- CHAPTER 9: FEAR IS THE ENEMY OF PICKING UP THE PHONE
-
CHAPTER 10: LET'S TALK ABOUT OUR SPECIFIC FEARS AROUND PHONE SELLING
- 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!
-
PART THREE: 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 COMMUNICATIONS
- CHAPTER 16: WHAT TIME OF DAY SHOULD YOU CALL?
- CHAPTER 17: HOW MANY CALLS PER DAY?
- CHAPTER 18: THE POWER OF A POMODORO TIMER
- CHAPTER 19: ALWAYS LEAVE A VOICEMAIL: SIMPLE SCRIPTS TO GET YOUR CALLS RETURNED
- CHAPTER 20: AN EFFECTIVE PROACTIVE CALL HAS THREE PARTS
- CHAPTER 21: SILENCE WILL MAKE YOU RICH
- CHAPTER 22: WHY IT'S CRITICAL TO LOG YOUR CALLS
-
CHAPTER 14: HOW PROACTIVE CALLS CAN FIT INTO YOUR SALES PROCESS
-
PART FOUR: WHO SHOULD YOU CALL? MOSTLY, CALL PEOPLE YOU KNOW
- CHAPTER 23: YOU KNOW HUNDREDS OF PEOPLE WHO CAN BUY FROM YOU – CALL THEM!
- CHAPTER 24: CALL CUSTOMERS WHO CAN BUY MORE FROM YOU
- CHAPTER 25: CALL CUSTOMERS WHO JUST RECEIVED PRODUCTS OR SERVICES
- CHAPTER 26: CALL CUSTOMERS WHO HAVEN'T MADE THEIR REGULAR PURCHASE IN A WHILE
- CHAPTER 27: CALL CUSTOMERS WHO EMAIL YOU ORDERS AND INQUIRIES
- CHAPTER 28: CALL CUSTOMERS WHO HAVE A QUOTE OR PROPOSAL
- CHAPTER 29: CALL CUSTOMERS YOU HAVEN'T TALKED TO IN THREE MONTHS OR MORE
- CHAPTER 30: CALL CUSTOMERS WHO USED TO BUY FROM YOU, BUT STOPPED
- CHAPTER 31: CALL CUSTOMERS WHO ARE HOUSE ACCOUNTS AND RARELY HEAR FROM YOUR COMPANY
- CHAPTER 32: CALL PROSPECTS YOU'VE TALKED TO BUT WHO NEVER BOUGHT FROM YOU
-
PART FIVE: 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
- CHAPTER 35: THERE ARE NO COLD CALLS, SO STOP THINKING ABOUT THEM THAT WAY
- CHAPTER 36: HOW TO FIND PROSPECTS YOU DON'T KNOW YET
- CHAPTER 37: SCRIPTS FOR QUICKLY WARMING UP COLD CALLS
- CHAPTER 38: LET'S FOCUS ON WHAT WE CAN CONTROL
- ACKNOWLEDGMENTS
- ABOUT THE AUTHOR
- INDEX
- END USER LICENSE AGREEMENT
Product information
- Title: Pick Up The Phone and Sell
- Author(s):
- Release date: September 2021
- Publisher(s): Wiley
- ISBN: 9781119814603
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