Description
Book SynopsisTable of ContentsPart One: Introduction
Ch 1: The Lost Art Of Proactive Calling In The Sales Profession
Ch 2: An Executive Summary: How To Pick Up The Phone & Sell
Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear
Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have
Ch 5: Why We Avoid The Phone
Ch 6: The Phone Compared To Other Sales Communications Pathways
Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell
Part Two: Your Mindset & Your Phone
Ch 8: It’s Impossible to Outsell Your Mindset
Ch 9: Fear Is The Enemy of Picking Up The Phone
Ch 10: Let’s Talk About Our Specific Fears Around Phone Selling
Ch 11: Believe In Your Value As Much As Your Customers Do
Ch 12: Perseverance Is A Sales Superpower
Ch 13: The First Phone Call Is The Answer!
Part Three: Cal Tactics, Mechanics and Strategies
Ch 14: How Proactive Calls Can Fit In To Your Sales Process
Ch 15: Pre & Post-Call Communications
Ch 16: What Time of Day Should You Call?
Ch 17: How Many Calls Per Day?
Ch 18: The Power of a Pomodoro Timer
Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned
Ch 20: An Effective Proactive Call Has Three Parts
Ch 21: Silence Will Make You Rich
Ch 22: Why It’s Critical To Log Your Calls
Part Four: Who Should You Call? Mostly, Call People You Know
Ch 23: You Know Hundreds of People Who Can Buy From You — Call Them!
Ch 24: Call Customers Who Can Buy More From You
Ch 25: Call Customers Who Just Received Products Or Services
Ch 26: Call Customers Who Haven’t Made Their Regular Purchase In A While
Ch 27: Call Customers Who Email You Orders & Inquiries
Ch 28: Call Customers Who Have a Quote or Proposal
Ch 29: Call Customers You Haven’t Talked To In Three Months Or More
Ch 30: Call Customers Who Used To Buy From You, But Stopped
Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company
Ch 32: Call Prospects You’ve Talked To, But They Never Bought From You
Part Five: Cold Calls: Calling People You Don’t Know…Yet
Ch 33: An Important Note On Cold Calling
Ch 34: The Benefits of Calling People You Don’t Know…Yet
Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way
Ch 36: Finding Who To Cold Call
Ch 37: Scripts for Quickly Warming Up Cold Calls
Ch 38: Let’s Focus on What We Can Control
Acknowledgements
About the Author
Index
