July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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CHAPTER 6
Additional Sales Call Introductions
TAILORING THE SKILLS YOU USE with 30-Second SpeechTool, described in Chapter 5, for voice mail and e-mail is not hard. The key is to adapt them for the right type of sales communication.
Voice Mail
When most salespeople leave a voice mail, they do a good job at the introduction and anchors. Then they ask for a callback but forget the WIIFM questions, which is why they are getting a low callback ratio.
Additionally, salespeople, trying to ensure that they give enough information to create an interest for the prospect to call back, tend to leave messages that are too long, reducing their effectiveness. The result, again, is a low callback ratio. The solution to both these problems is to tailor the ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.