Table of Contents
Introduction. Part I: Picking Up on Telephone Sales.
Chapter 1: Calling All Sales Professionals!
Chapter 2: Thriving as a Telephone-Sales Pro.
Chapter 3: Brave New World: The Laws of Telesales Land.
Part II: Laying the Groundwork for Telephone-Sales Success.
Chapter 4: Doing Your Homework for A-Plus Calls.
Chapter 5: Prospecting Your Way to Success.
Chapter 6: Conquering Sales Call Aversion.
Chapter 7: Investing Your Time Wisely.
Part III: You Make the Call!
Chapter 8: Getting Past the Gatekeeper.
Chapter 9: Opening Your Sales Call with Ease.
Chapter 10: Getting Out of the Answers and Into the Questions.
Chapter 11: Mastering the Art of Listening and Silence.
Chapter 12: Executing Powerful Presentations.
Part IV: Going for the Close.
Chapter 13: Overcoming Objections.
Chapter 14: Orchestrating a Successful Close.
Chapter 15: Moving Forward When You Don’t Land the Sale.
Part V: Increasing Your Sales.
Chapter 16: Exploding Your Earnings through Behavioral Selling.
Chapter 17: Selling the Way Your Customer Wants to Buy.
Chapter 18: Staying Motivated to Succeed.
Part VI: The Part of Tens.
Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone.
Chapter 20: Ten Phrases to Banish from Your Vocabulary.
Chapter 21: Ten (Or So) Actions that Promote Phone-Sales Success.
Index.
