Power Phone Scripts
500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
Published on 20. June 2017
304 pages
978-1-119-41795-8 (ISBN)
Description
Start closing sales like top producers!
Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass?
If you're in sales, then the question isn't "Have you ever felt this way?", but rather, "How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value - hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You'll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren't, who else in their company or another department might be.
Power Phone Scripts is the sales manual you've been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident - just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like:
* "It costs too much"
* "We already have a vendor for that"
* "I'm going to need to think about it"
* "I need to talk to the boss or committee" and so many others...
More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect's problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client.
Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.
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Mike Brooks
Power Phone Scripts
500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
Book
09/2017
Wiley
€28.50
Shipment within 15-20 days
Person
MIKE BROOKS, "Mr. Inside Sales", is a master phone script writer and author of The Ultimate Book of Phone Scripts. That book has been endorsed by the President of the American Association of Inside Sales Professionals (AA-ISP). Mike is the recognized authority on inside sales training and phone script development. In 2017, he was awarded the "Top Service Provider" designation for training and development, and has also been voted one of the most influential inside sales professionals by the AA-ISP for seven years running. For more information, visit his website: mrinsidesales.com.
Content
1 - Cover???????????????????????? [Seite 1]
2 - Title Page?????????????????????????????????? [Seite 9]
3 - Copyright???????????????????????????????? [Seite 10]
4 - Contents?????????????????????????????? [Seite 13]
5 - Foreword?????????????????????????????? [Seite 19]
6 - Introduction?????????????????????????????????????? [Seite 21]
6.1 - Why You Need Phone Scripts?????????????????????????????????????????????????????????????????? [Seite 24]
6.2 - How to Get the Most from This Book?????????????????????????????????????????????????????????????????????????????????? [Seite 29]
7 - Part I: Laying the Groundwork for Success [Seite 33]
7.1 - Chapter 1: What It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers [Seite 35]
7.1.1 - Top Characteristic #1: Make a Commitment?????????????????????????????????????????????????????????????????????????????????????????????? [Seite 37]
7.1.2 - Top Characteristic #2: Be Prepared for Recurring Selling Situations???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 40]
7.1.3 - Top Characteristic #3: Record & Critique Your Calls For 90 Days???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 43]
7.1.4 - Top Characteristic #4: Thoroughly Qualify Each Prospect???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 46]
7.1.5 - Top Characteristic #5: Re-qualify Prospects at the Beginning of your Close?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 49]
7.1.6 - Top Characteristic #6: Build Rapport Before, during, and After a Sale???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 51]
7.1.7 - Top Characteristic #7: Ask for the Sales Multiple Times???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 54]
7.1.8 - Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 57]
7.1.9 - Top Characteristic #9: Resign from the Company Club???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 60]
7.1.10 - Top Characteristic #10: Invest Daily in Your Attitude???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 62]
8 - Part II: Prospecting Techniques and Scripts [Seite 67]
8.1 - Chapter 2: Better, Smarter Prospecting Techniques: New Cold Calling Techniques That Work [Seite 69]
8.1.1 - A Fresh Prospecting Approach for You?????????????????????????????????????????????????????????????????????????????????????? [Seite 73]
8.1.2 - A Better Approach Than "How Are You Today?"???????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 75]
8.1.3 - Don't Say That, Say This!???????????????????????????????????????????????????????????????? [Seite 77]
8.1.4 - How to Develop an Effective Elevator Pitch?????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 82]
8.1.5 - Four Ways to Get Past the Gatekeeper?????????????????????????????????????????????????????????????????????????????????????? [Seite 84]
8.1.6 - Why Asking for Help Is a Great Way to Get Information???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 87]
8.1.7 - Stop Pitching the Gatekeeper-and What to Do Instead???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 89]
8.1.8 - What to Do if the Prospect Takes Only Emails?????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 92]
8.2 - Chapter 3: Dealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling [Seite 97]
8.2.1 - Eighteen New Ways to Handle "I'm Not Interested"?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 99]
8.2.2 - Five New Ways to Handle "Just Email Me Something"???????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 103]
8.2.3 - Five (Nine, Really!) New Ways to Handle "I'm Too Busy"?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 106]
8.2.4 - Five New Ways to Handle "We're Currently Working with Someone"?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 109]
8.2.5 - Ten New Ways to Handle "We're All Set"?????????????????????????????????????????????????????????????????????????????????????????? [Seite 111]
8.2.6 - How to Overcome "We Handle That in House"???????????????????????????????????????????????????????????????????????????????????????????????? [Seite 114]
8.2.7 - How to Handle the "We're happy with Status Quo" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 115]
8.3 - Chapter 4: You Can't Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers [Seite 119]
8.3.1 - Fifteen Ways to Handle the Competition Objection?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 121]
8.3.2 - How to Question for Budget?????????????????????????????????????????????????????????????????? [Seite 126]
8.3.3 - How to Qualify for Interest???????????????????????????????????????????????????????????????????? [Seite 130]
8.3.4 - How to Qualify an Influencer?????????????????????????????????????????????????????????????????????? [Seite 133]
8.3.5 - The Only Qualifying Question You May Need???????????????????????????????????????????????????????????????????????????????????????????????? [Seite 136]
8.3.6 - How to Requalify Existing Prospects and Clients???????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 139]
8.3.7 - The Two Most Important Qualifiers (and How to Ask for Them)???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 142]
8.3.8 - How to Qualify Prospects without Interrogating Them???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 146]
8.4 - Chapter 5: Other Prospecting Situations-and How to Handle Them [Seite 153]
8.4.1 - The Proper Way to Handle a Call-In Lead???????????????????????????????????????????????????????????????????????????????????????????? [Seite 153]
8.4.2 - Features and Benefits versus Knowing How to Sell?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 156]
8.4.3 - How to Build Instant Rapport with C-Level Executives?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 158]
8.5 - Chapter 6: Voice Mail and Email Strategies [Seite 163]
8.5.1 - Voice Mail: Five Proven Techniques That Get Your Calls Returned???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 163]
8.5.2 - The Touch-Point Plan: How to Turn Cold Leads into Warm Leads?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 169]
8.5.3 - Conclusion to Prospecting Techniques and Scripts?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 173]
9 - Part III: Closing Techniques and Scripts [Seite 175]
9.1 - Chapter 7: How to Close the Sale [Seite 177]
9.1.1 - Opening a Closing Call?????????????????????????????????????????????????????????? [Seite 179]
9.1.2 - Five Ways to Get Better at Handling Objections?????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 182]
9.1.3 - How to Use Assumptive Statements?????????????????????????????????????????????????????????????????????????????? [Seite 184]
9.1.4 - The Importance of Confirming Your Answers???????????????????????????????????????????????????????????????????????????????????????????????? [Seite 186]
9.1.5 - Seven Things to Say When Prospects Don't Have the Time for Your Presentation?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 187]
9.1.6 - How to Stay Organized (and Efficient!)?????????????????????????????????????????????????????????????????????????????????????????? [Seite 190]
9.1.7 - How to Get Your Prospect Talking?????????????????????????????????????????????????????????????????????????????? [Seite 193]
9.1.8 - Softening Statements That Keep Prospects Talking?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 195]
9.1.9 - Positive Statements That Help You Sell?????????????????????????????????????????????????????????????????????????????????????????? [Seite 199]
9.1.10 - Handling Objections When Requalifying???????????????????????????????????????????????????????????????????????????????????????? [Seite 202]
9.1.11 - Always Have This Close Handy?????????????????????????????????????????????????????????????????????? [Seite 206]
9.1.12 - The Three Times to Handle an Objection?????????????????????????????????????????????????????????????????????????????????????????? [Seite 208]
9.2 - Chapter 8: How to Deal with Specific Objections [Seite 211]
9.2.1 - How to Handle "I Haven't Looked at the Information Yet"???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 211]
9.2.2 - Eleven New Ways to Handle "The Price Is Too High"???????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 214]
9.2.3 - Six New Ways to Handle: "I Need to Talk to My Boss"???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 218]
9.2.4 - Ten New Ways to Handle the "I Need to Think About It" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 222]
9.2.5 - "I Want to Think About It"-Another 10 New Ways to Handle It!?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 225]
9.2.6 - How to Deal Effectively with the Influencer???????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 229]
9.2.7 - Closing Questions to Isolate the Objection?????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 231]
9.2.8 - How to Overcome the "We Tried It Before and It Didn't Work" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 236]
9.2.9 - How to Handle "I'll Have to Speak with. . . ." [Seite 238]
9.2.10 - How to Handle the References Stall?????????????????????????????????????????????????????????????????????????????????? [Seite 242]
9.2.11 - How to Handle "My Supplier Is My Friend"?????????????????????????????????????????????????????????????????????????????????????????????? [Seite 244]
9.2.12 - How to Overcome the "You Expect Me to Make a Decision Now?" and "I Need to Do More Research" Objections???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 247]
9.2.13 - How to Overcome the "Market/Industry/Economy Is Bad" Objection?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 250]
9.2.14 - How to Overcome the "My Relative Handles That for Me" Objection and the "I Have a Longstanding Relationship with My Vendor" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 252]
9.3 - Chapter 9: Winning Closing Techniques [Seite 255]
9.3.1 - How to Use Tie-Downs to Build Momentum?????????????????????????????????????????????????????????????????????????????????????????? [Seite 255]
9.3.2 - Too Many Options? Narrow It Down to Get the Sale Now?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 261]
9.3.3 - Boost Your Sales by Using This One Word???????????????????????????????????????????????????????????????????????????????????????????? [Seite 263]
9.3.4 - Ten Ways to Soften the Price Objection and Keep Pitching?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 265]
9.3.5 - In Sales, the Most Important Thing to Say Is. . . . [Seite 268]
9.3.6 - Ask for the Sale Five Times-at Least!???????????????????????????????????????????????????????????????????????????????????????? [Seite 270]
9.4 - Chapter 10: Follow-Up Strategies [Seite 273]
9.4.1 - The Proper Way to Set a Call Back???????????????????????????????????????????????????????????????????????????????? [Seite 273]
9.4.2 - How to Follow Up with Prospects and Win Business?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 276]
9.4.3 - Staying Top of Mind Across a Longer Time Frame?????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 280]
9.4.4 - Conclusion?????????????????????????????????? [Seite 282]
10 - Acknowledgments???????????????????????????????????????????? [Seite 287]
11 - Connect with Mike Brooks?????????????????????????????????????????????????????????????? [Seite 289]
11.1 - Call Me [Seite 289]
11.2 - Other Resources that Will Help You [Seite 289]
12 - About the Author?????????????????????????????????????????????? [Seite 291]
12.1 - Mike Brooks, Mr. Inside Sales [Seite 291]
13 - Index???????????????????????? [Seite 293]
14 - EULA [Seite 307]
2 - Title Page?????????????????????????????????? [Seite 9]
3 - Copyright???????????????????????????????? [Seite 10]
4 - Contents?????????????????????????????? [Seite 13]
5 - Foreword?????????????????????????????? [Seite 19]
6 - Introduction?????????????????????????????????????? [Seite 21]
6.1 - Why You Need Phone Scripts?????????????????????????????????????????????????????????????????? [Seite 24]
6.2 - How to Get the Most from This Book?????????????????????????????????????????????????????????????????????????????????? [Seite 29]
7 - Part I: Laying the Groundwork for Success [Seite 33]
7.1 - Chapter 1: What It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers [Seite 35]
7.1.1 - Top Characteristic #1: Make a Commitment?????????????????????????????????????????????????????????????????????????????????????????????? [Seite 37]
7.1.2 - Top Characteristic #2: Be Prepared for Recurring Selling Situations???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 40]
7.1.3 - Top Characteristic #3: Record & Critique Your Calls For 90 Days???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 43]
7.1.4 - Top Characteristic #4: Thoroughly Qualify Each Prospect???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 46]
7.1.5 - Top Characteristic #5: Re-qualify Prospects at the Beginning of your Close?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 49]
7.1.6 - Top Characteristic #6: Build Rapport Before, during, and After a Sale???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 51]
7.1.7 - Top Characteristic #7: Ask for the Sales Multiple Times???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 54]
7.1.8 - Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 57]
7.1.9 - Top Characteristic #9: Resign from the Company Club???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 60]
7.1.10 - Top Characteristic #10: Invest Daily in Your Attitude???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 62]
8 - Part II: Prospecting Techniques and Scripts [Seite 67]
8.1 - Chapter 2: Better, Smarter Prospecting Techniques: New Cold Calling Techniques That Work [Seite 69]
8.1.1 - A Fresh Prospecting Approach for You?????????????????????????????????????????????????????????????????????????????????????? [Seite 73]
8.1.2 - A Better Approach Than "How Are You Today?"???????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 75]
8.1.3 - Don't Say That, Say This!???????????????????????????????????????????????????????????????? [Seite 77]
8.1.4 - How to Develop an Effective Elevator Pitch?????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 82]
8.1.5 - Four Ways to Get Past the Gatekeeper?????????????????????????????????????????????????????????????????????????????????????? [Seite 84]
8.1.6 - Why Asking for Help Is a Great Way to Get Information???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 87]
8.1.7 - Stop Pitching the Gatekeeper-and What to Do Instead???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 89]
8.1.8 - What to Do if the Prospect Takes Only Emails?????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 92]
8.2 - Chapter 3: Dealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling [Seite 97]
8.2.1 - Eighteen New Ways to Handle "I'm Not Interested"?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 99]
8.2.2 - Five New Ways to Handle "Just Email Me Something"???????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 103]
8.2.3 - Five (Nine, Really!) New Ways to Handle "I'm Too Busy"?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 106]
8.2.4 - Five New Ways to Handle "We're Currently Working with Someone"?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 109]
8.2.5 - Ten New Ways to Handle "We're All Set"?????????????????????????????????????????????????????????????????????????????????????????? [Seite 111]
8.2.6 - How to Overcome "We Handle That in House"???????????????????????????????????????????????????????????????????????????????????????????????? [Seite 114]
8.2.7 - How to Handle the "We're happy with Status Quo" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 115]
8.3 - Chapter 4: You Can't Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers [Seite 119]
8.3.1 - Fifteen Ways to Handle the Competition Objection?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 121]
8.3.2 - How to Question for Budget?????????????????????????????????????????????????????????????????? [Seite 126]
8.3.3 - How to Qualify for Interest???????????????????????????????????????????????????????????????????? [Seite 130]
8.3.4 - How to Qualify an Influencer?????????????????????????????????????????????????????????????????????? [Seite 133]
8.3.5 - The Only Qualifying Question You May Need???????????????????????????????????????????????????????????????????????????????????????????????? [Seite 136]
8.3.6 - How to Requalify Existing Prospects and Clients???????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 139]
8.3.7 - The Two Most Important Qualifiers (and How to Ask for Them)???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 142]
8.3.8 - How to Qualify Prospects without Interrogating Them???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 146]
8.4 - Chapter 5: Other Prospecting Situations-and How to Handle Them [Seite 153]
8.4.1 - The Proper Way to Handle a Call-In Lead???????????????????????????????????????????????????????????????????????????????????????????? [Seite 153]
8.4.2 - Features and Benefits versus Knowing How to Sell?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 156]
8.4.3 - How to Build Instant Rapport with C-Level Executives?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 158]
8.5 - Chapter 6: Voice Mail and Email Strategies [Seite 163]
8.5.1 - Voice Mail: Five Proven Techniques That Get Your Calls Returned???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 163]
8.5.2 - The Touch-Point Plan: How to Turn Cold Leads into Warm Leads?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 169]
8.5.3 - Conclusion to Prospecting Techniques and Scripts?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 173]
9 - Part III: Closing Techniques and Scripts [Seite 175]
9.1 - Chapter 7: How to Close the Sale [Seite 177]
9.1.1 - Opening a Closing Call?????????????????????????????????????????????????????????? [Seite 179]
9.1.2 - Five Ways to Get Better at Handling Objections?????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 182]
9.1.3 - How to Use Assumptive Statements?????????????????????????????????????????????????????????????????????????????? [Seite 184]
9.1.4 - The Importance of Confirming Your Answers???????????????????????????????????????????????????????????????????????????????????????????????? [Seite 186]
9.1.5 - Seven Things to Say When Prospects Don't Have the Time for Your Presentation?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 187]
9.1.6 - How to Stay Organized (and Efficient!)?????????????????????????????????????????????????????????????????????????????????????????? [Seite 190]
9.1.7 - How to Get Your Prospect Talking?????????????????????????????????????????????????????????????????????????????? [Seite 193]
9.1.8 - Softening Statements That Keep Prospects Talking?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 195]
9.1.9 - Positive Statements That Help You Sell?????????????????????????????????????????????????????????????????????????????????????????? [Seite 199]
9.1.10 - Handling Objections When Requalifying???????????????????????????????????????????????????????????????????????????????????????? [Seite 202]
9.1.11 - Always Have This Close Handy?????????????????????????????????????????????????????????????????????? [Seite 206]
9.1.12 - The Three Times to Handle an Objection?????????????????????????????????????????????????????????????????????????????????????????? [Seite 208]
9.2 - Chapter 8: How to Deal with Specific Objections [Seite 211]
9.2.1 - How to Handle "I Haven't Looked at the Information Yet"???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 211]
9.2.2 - Eleven New Ways to Handle "The Price Is Too High"???????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 214]
9.2.3 - Six New Ways to Handle: "I Need to Talk to My Boss"???????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 218]
9.2.4 - Ten New Ways to Handle the "I Need to Think About It" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 222]
9.2.5 - "I Want to Think About It"-Another 10 New Ways to Handle It!?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 225]
9.2.6 - How to Deal Effectively with the Influencer???????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 229]
9.2.7 - Closing Questions to Isolate the Objection?????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 231]
9.2.8 - How to Overcome the "We Tried It Before and It Didn't Work" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 236]
9.2.9 - How to Handle "I'll Have to Speak with. . . ." [Seite 238]
9.2.10 - How to Handle the References Stall?????????????????????????????????????????????????????????????????????????????????? [Seite 242]
9.2.11 - How to Handle "My Supplier Is My Friend"?????????????????????????????????????????????????????????????????????????????????????????????? [Seite 244]
9.2.12 - How to Overcome the "You Expect Me to Make a Decision Now?" and "I Need to Do More Research" Objections???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 247]
9.2.13 - How to Overcome the "Market/Industry/Economy Is Bad" Objection?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 250]
9.2.14 - How to Overcome the "My Relative Handles That for Me" Objection and the "I Have a Longstanding Relationship with My Vendor" Objection???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 252]
9.3 - Chapter 9: Winning Closing Techniques [Seite 255]
9.3.1 - How to Use Tie-Downs to Build Momentum?????????????????????????????????????????????????????????????????????????????????????????? [Seite 255]
9.3.2 - Too Many Options? Narrow It Down to Get the Sale Now?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 261]
9.3.3 - Boost Your Sales by Using This One Word???????????????????????????????????????????????????????????????????????????????????????????? [Seite 263]
9.3.4 - Ten Ways to Soften the Price Objection and Keep Pitching?????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 265]
9.3.5 - In Sales, the Most Important Thing to Say Is. . . . [Seite 268]
9.3.6 - Ask for the Sale Five Times-at Least!???????????????????????????????????????????????????????????????????????????????????????? [Seite 270]
9.4 - Chapter 10: Follow-Up Strategies [Seite 273]
9.4.1 - The Proper Way to Set a Call Back???????????????????????????????????????????????????????????????????????????????? [Seite 273]
9.4.2 - How to Follow Up with Prospects and Win Business?????????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 276]
9.4.3 - Staying Top of Mind Across a Longer Time Frame?????????????????????????????????????????????????????????????????????????????????????????????????????????? [Seite 280]
9.4.4 - Conclusion?????????????????????????????????? [Seite 282]
10 - Acknowledgments???????????????????????????????????????????? [Seite 287]
11 - Connect with Mike Brooks?????????????????????????????????????????????????????????????? [Seite 289]
11.1 - Call Me [Seite 289]
11.2 - Other Resources that Will Help You [Seite 289]
12 - About the Author?????????????????????????????????????????????? [Seite 291]
12.1 - Mike Brooks, Mr. Inside Sales [Seite 291]
13 - Index???????????????????????? [Seite 293]
14 - EULA [Seite 307]
