{"product_id":"power-phone-scripts-9781119418078","title":"Power Phone Scripts","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003eIntroduction xix\u003c\/p\u003e \u003cp\u003eWhy You Need Phone Scripts xxii\u003c\/p\u003e \u003cp\u003eHow to Get the Most from This Book xxvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Laying the Groundwork for Success 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003eWhat It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTop Characteristic #1: Make a Commitment 5\u003c\/p\u003e \u003cp\u003eTop Characteristic #2: Be Prepared for Recurring Selling Situations 8\u003c\/p\u003e \u003cp\u003eTop Characteristic #3: Record \u0026amp; Critique Your Calls For 90 Days 11\u003c\/p\u003e \u003cp\u003eTop Characteristic #4: Thoroughly Qualify Each Prospect 14\u003c\/p\u003e \u003cp\u003eTop Characteristic #5: Re-qualify Prospects at the Beginning of your Close 17\u003c\/p\u003e \u003cp\u003eTop Characteristic #6: Build Rapport Before, during, and After a Sale 19\u003c\/p\u003e \u003cp\u003eTop Characteristic #7: Ask for the Sales Multiple Times 22\u003c\/p\u003e \u003cp\u003eTop Characteristic #8: Treat Gatekeepers with Courtesy and Respect 25\u003c\/p\u003e \u003cp\u003eTop Characteristic #9: Resign from the Company Club 28\u003c\/p\u003e \u003cp\u003eTop Characteristic #10: Invest Daily in Your Attitude 30\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Prospecting Techniques and Scripts 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eBetter, Smarter Prospecting Techniques: New Cold Calling Techniques That Work 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Fresh Prospecting Approach for You 41\u003c\/p\u003e \u003cp\u003eA Better Approach Than “How Are You Today?” 43\u003c\/p\u003e \u003cp\u003eDon’t Say That, Say This! 45\u003c\/p\u003e \u003cp\u003eHow to Develop an Effective Elevator Pitch 50\u003c\/p\u003e \u003cp\u003eFour Ways to Get Past the Gatekeeper 52\u003c\/p\u003e \u003cp\u003eWhy Asking for Help is a Great Way to Get Information 55\u003c\/p\u003e \u003cp\u003eStop Pitching the Gatekeeper—and What to Do Instead 57\u003c\/p\u003e \u003cp\u003eWhat to Do if the Prospect Takes Only Emails 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003eDealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEighteen New Ways to Handle “I’m Not Interested” 67\u003c\/p\u003e \u003cp\u003eFive New Ways to Handle “Just Email Me Something” 71\u003c\/p\u003e \u003cp\u003eFive (Nine, Really!) New Ways to Handle “I’m Too Busy” 74\u003c\/p\u003e \u003cp\u003eFive New Ways to Handle “We’re Currently Working with Someone” 77\u003c\/p\u003e \u003cp\u003eTen New Ways to Handle “We’re All Set” 79\u003c\/p\u003e \u003cp\u003eHow to Overcome “We Handle That in House” 82\u003c\/p\u003e \u003cp\u003eHow to Handle the “We’re happy with Status Quo” Objection 83\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eYou Can’t Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFifteen Ways to Handle the Competition Objection 89\u003c\/p\u003e \u003cp\u003eHow to Question for Budget 94\u003c\/p\u003e \u003cp\u003eHow to Qualify for Interest 98\u003c\/p\u003e \u003cp\u003eHow to Qualify an Influencer 101\u003c\/p\u003e \u003cp\u003eThe Only Qualifying Question You May Need 104\u003c\/p\u003e \u003cp\u003eHow to Requalify Existing Prospects and Clients 107\u003c\/p\u003e \u003cp\u003eThe Two Most Important Qualifiers (and How to Ask for Them) 110\u003c\/p\u003e \u003cp\u003eHow to Qualify Prospects without Interrogating Them 114\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eOther Prospecting Situations—and How to Handle Them 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Proper Way to Handle a Call-In Lead 121\u003c\/p\u003e \u003cp\u003eFeatures and Benefits versus Knowing How to Sell 124\u003c\/p\u003e \u003cp\u003eHow to Build Instant Rapport with C-Level Executives 126\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eVoice Mail and Email Strategies 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVoice Mail: Five Proven Techniques That Get Your Calls Returned 131\u003c\/p\u003e \u003cp\u003eThe Touch-Point Plan: How to Turn Cold Leads into Warm Leads 137\u003c\/p\u003e \u003cp\u003eConclusion to Prospecting Techniques and Scripts 141\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Closing Techniques and Scripts 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eHow to Close the Sale 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOpening a Closing Call 147\u003c\/p\u003e \u003cp\u003eFive Ways to Get Better at Handling Objections 150\u003c\/p\u003e \u003cp\u003eHow to Use Assumptive Statements 152\u003c\/p\u003e \u003cp\u003eThe Importance of Confirming Your Answers 154\u003c\/p\u003e \u003cp\u003eSeven Things to Say When Prospects Don’t Have the Time for Your Presentation 155\u003c\/p\u003e \u003cp\u003eHow to Stay Organized (and Efficient!) 158\u003c\/p\u003e \u003cp\u003eHow to Get Your Prospect Talking 161\u003c\/p\u003e \u003cp\u003eSoftening Statements That Keep Prospects Talking 163\u003c\/p\u003e \u003cp\u003ePositive Statements That Help You Sell 167\u003c\/p\u003e \u003cp\u003eHandling Objections When Requalifying 170\u003c\/p\u003e \u003cp\u003eAlways Have This Close Handy 174\u003c\/p\u003e \u003cp\u003eThe Three Times to Handle an Objection 176\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 \u003c\/b\u003e\u003cb\u003eHow to Deal with Specific Objections 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Handle “I Haven’t Looked at the Information Yet” 179\u003c\/p\u003e \u003cp\u003eEleven New Ways to Handle “The Price is Too High” 182\u003c\/p\u003e \u003cp\u003eSix New Ways to Handle: “I Need to Talk to My Boss” 186\u003c\/p\u003e \u003cp\u003eTen New Ways to Handle the “I Need to Think About It” Objection 190\u003c\/p\u003e \u003cp\u003e“I Want to Think About It”—Another 10 New Ways to Handle It! 193\u003c\/p\u003e \u003cp\u003eHow to Deal Effectively with the Influencer 197\u003c\/p\u003e \u003cp\u003eClosing Questions to Isolate the Objection 199\u003c\/p\u003e \u003cp\u003eHow to Overcome the “We Tried It Before and It Didn’t Work” Objection 204\u003c\/p\u003e \u003cp\u003eHow to Handle “I’ll Have to Speak with. . . .” 206\u003c\/p\u003e \u003cp\u003eHow to Handle the References Stall 210\u003c\/p\u003e \u003cp\u003eHow to Handle “My Supplier is My Friend” 212\u003c\/p\u003e \u003cp\u003eHow to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objections 215\u003c\/p\u003e \u003cp\u003eHow to Overcome the “Market\/Industry\/Economy is Bad” Objection 218\u003c\/p\u003e \u003cp\u003eHow to Overcome the “My Relative Handles That for Me” Objection and the “I Have a Longstanding Relationship with My Vendor” Objection 220\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 \u003c\/b\u003e\u003cb\u003eWinning Closing Techniques 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Use Tie-Downs to Build Momentum 223\u003c\/p\u003e \u003cp\u003eToo Many Options? Narrow It Down to Get the Sale Now 229\u003c\/p\u003e \u003cp\u003eBoost Your Sales by Using This One Word 231\u003c\/p\u003e \u003cp\u003eTen Ways to Soften the Price Objection and Keep Pitching 233\u003c\/p\u003e \u003cp\u003eIn Sales, the Most Important Thing to Say is. . . . 236\u003c\/p\u003e \u003cp\u003eAsk for the Sale Five Times—at Least! 238\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 \u003c\/b\u003e\u003cb\u003eFollow-Up Strategies 241\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Proper Way to Set a Call Back 241\u003c\/p\u003e \u003cp\u003eHow to Follow Up with Prospects and Win Business 244\u003c\/p\u003e \u003cp\u003eStaying Top of Mind Across a Longer Time Frame 248\u003c\/p\u003e \u003cp\u003eConclusion 250\u003c\/p\u003e \u003cp\u003eAcknowledgments 255\u003c\/p\u003e \u003cp\u003eConnect with Mike Brooks 257\u003c\/p\u003e \u003cp\u003eAbout the Author 259\u003c\/p\u003e \u003cp\u003eIndex 261\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407049531735,"sku":"9781119418078","price":20.4,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119418078.jpg?v=1730498002","url":"https:\/\/bookcurl.com\/products\/power-phone-scripts-9781119418078","provider":"Book Curl","version":"1.0","type":"link"}