Description
Book SynopsisThe first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.
Table of ContentsGETTING READY FOR BUSINESS.
Why TeleSelling?
What Makes Guerrilla TeleSelling Unique?
Setting Goals and Objectives.
How to Stay Motivated.
Preparing Your TeleSelling Workspace.
Controlling Interruptions.
Managing Pressure and Stress.
Your TeleSelling Voice.
Greeting Inbound Calls.
Increase Your Caller's Satisfaction.
Developing an Effective Script.
Lead Management Systems.
Whom to Call?
GUERRILLA TACTICS THAT GET THE BUSINESS.
Opening Moves.
Getting Through Voice Mail.
Questioning and Qualifying.
The 37 Magic Selling Questions.
Presenting Your Proposal.
Ask for the Order.
Dealing with Objections.
Serve to Sell Again.
MANAGING A TELESELLING DEPARTMENT.
Finding the Right People.
Measuring Your Success.
CREATING YOUR TELEPRESENCE.
Creating a Guerrilla Marketing Calendar.
Staying in Front of the Customer.
Make Your Sales Letters Sizzle.
Just the Fax.
Creating Effective Newsletters.
Become an Author and an Authority.
Electronic Brochures.
Marketing Yourself On-Line.
Videoconferencing and Other Modern Miracles.
Appendix.
Bibliography.
Index.
