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Content
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]
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