Pick up the phone and sell : how proactive calls to customers andprospects can double your sales / Alex Goldfayn.

Format:

Book

Author/Creator:

Goldfayn, Alex L., author.

Language:

English

Subjects (All):

Telephone selling.

Telemarketing.

Physical Description:

1 online resource (332 pages)

Place of Publication:

Hoboken, New Jersey : Wiley, [2022]

Summary:

"In a digital world when everyone gets more email and text than they can process, the single most effective way to sell to customers remotely is over the phone. Unfortunately, many sales professionals lack the confidence and technique to do this effectively. Just Pick Up The Phone is a definitive resource for multiple generations of salespeople, teaching them how to quickly and easily leverage phone calls to drive sales. Goldfayn expects that salespeople will get 20-30% of their pre-pandemic meetings back. But the remaining 70-80% of their customers will need to be sold to remotely. Their most powerful and overlooked tool is their phone"-- Provided by publisher.

Contents:

Cover

Title Page

Copyright Page

Contents

Part 1 Introduction

Chapter 1 The Lost Art of Proactive Calling in the Sales Profession

Chapter 2 An Executive Summary: How to Pick Up the Phone and Sell

Chapter 3 Lead with the Phone: Make It the Tip of Your Selling Spear

Definition: What Is a Proactive Call?

Proactive Calls Feed the Sales Machine

Phone First: Lead with the Phone

Three to Five Calls a Day

Chapter 4 The Phone Is the Single Most Effective and Underused Selling Tool We Have

Reasons the Phone Is the Single Most Effective Selling Tool

Phone Calls Make Us Singularly Memorable, but Email Makes Us Forgettable

What About Meetings?

Chapter 5 Why We Avoid the Phone

Practical Reasons We Don't Pick Up the Phone

Mindset Issues for Why We Don't Pick Up the Phone

Chapter 6 The Phone Compared to Other Sales Communi-cations Pathways

The Proactive Call

In-Person Meetings

Video Conferences

Text Messages

Handwritten Notes

LinkedIn and Other Social Media

Email

Chapter 7 Planners and Trackers to Help You Pick Up the Phone and Sell

Create Your Target 60: A Running List of Customers and Prospects You Want to Communicate With

Plan Your Proactive Calls for the Week

Finally, Log Your Calls

Part 2 Your Mindset and Your Phone

Chapter 8 It's Impossible to Outsell Your Mindset

Sports as a Parallel

Why It's Impossible to Outsell Our Mindset

The Mindsets That Make Proactive Calling Easy

These Mindsets Go Together

Our Mindset Is neither Fixed nor Permanent - You Can Develop It

You Develop These Mindsets Simply by Choosing to Do So

Chapter 9 Fear Is the Enemy of Picking Up the Phone

On Fear in Sales

Fears Are Not Grounded in Reality

So, What Do We Do About This Fear?

Chapter 10 Let's Talk About Our Specific Fears Around Phone Selling.

Remember That You're Mostly Calling People You Know

The Fear: I don't want to be seen as a used car salesperson.

The Fear: I don't want to bother the customer.

The Fear: Their phone is already ringing off the hook.

The Fear: If they want to talk to me, they'll call me.

The Fear: I do not enjoy getting phone calls, so people obviously do not like to talk on the phone.

The Fear: Nobody answers their phone anyway, so why bother?

A Final Note on Fear - These Are Our Discomforts

Chapter 11 Believe in Your Value as Much as Your Customers Do

Chapter 12 Perseverance Is a Sales Superpower

The Definition of Perseverance

Ours Is a Rejection Profession

Sales Success Is Like a Rare and Valuable Rookie Card

Perseverance Is Twice as Important as Talent or Technique

The Next Effort May Be the One That Gets It Done

Perseverance Even When It Feels Hopeless

Have Faith in Yourself and the Process

Two Kinds of Perseverance

The Critical Importance of Multiple Efforts

Who Deserves for Us to Persevere?

And, at the Top of the List of Those Who Deserve for You to Apply Perseverance to Your Selling Work: YOU!

Chapter 13 The First Phone Call Is the Answer!

Just make the first proactive call.

Part 3 Call Tactics, Mechanics, and Strategies

Chapter 14 How Proactive Calls Can Fit into Your Sales Process

What Proactive Calls Can Do for You

Building Relationships with Prospects Before Your Sales Conversation Begins

Start New Sales Conversations with New Prospects

Progress Existing Opportunities Toward a Quote or Proposal

Follow Up on Quotes and Proposals to Close Them

Begin Discussions about Additional Products or Services for Your Existing Customers

Note: You Know These People

Chapter 15 Pre- and Post-Call Communi-cations.

Phone First: Make Calls the First Communication in Your Selling Work

The Optional Pre-Call Communication

Send a Post-Call Communication

Chapter 16 What Time of Day Should You Call?

Eat the Frog

Chapter 17 How Many Calls Per Day?

Three Proactive Calls Daily Is Enough to Drive Up Your Sales Significantly

So, How Many Calls Per Day Is the Right Number?

Chapter 18 The Power of a Pomodoro Timer

Why Use a Pomodoro Timer?

How to Use It

Chapter 19 Always Leave a Voicemail: Simple Scripts to Get Your Calls Returned

Components of an Effective Voice Message

Send an Electronic Message After Leaving Your Voicemail

Chapter 20 An Effective Proactive Call Has Three Parts

Altogether, Each of These Calls Lasts 5 to 10 Minutes - No More

Most People Are Challenged by the Third Part

Chapter 21 Silence Will Make You Rich

It's Our Discomfort, Not the Customer's

The Customer Should Talk at Least 75% of the Time

Chapter 22 Why It's Critical to Log Your Calls

Part 4 Who Should You Call? Mostly, Call People You Know

Chapter 23 You Know Hundreds of People Who Can Buy from You - Call Them!

Current Customers

Past Customers

Current Prospects

Past Prospects

These Calls Are Lightning Fast

The Upcoming Chapters

How to Plan Who to Call

Chapter 24 Call Customers Who Can Buy More from You

About This Group of Customers

Why Call Them?

Your Script: What to Say to Customers Who Can Buy More

Chapter 25 Call Customers Who Just Received Products or Services

Your Script: What to Say to Customers Who Just Received Products or Service from You

Chapter 26 Call Customers Who Haven't Made Their Regular Purchase in a While

Why Call Them?.

Your Script: What to Say to Customers Who Used to Buy Something Regularly but Stopped

Chapter 27 Call Customers Who Email You Orders and Inquiries

Your Script: What to Say to Customers Who Email Orders and Inquiries

Chapter 28 Call Customers Who Have a Quote or Proposal

Your Script: What to Say to Customers Who Have a Quote or Proposal

Chapter 29 Call Customers You Haven't Talked to in Three Months or More

Your Script: What to Say to Customers You Haven't Talked to in Three Months or More

Chapter 30 Call Customers Who Used to Buy from You, but Stopped

Your Script: What to Say to Customers Who Used to Buy from You But Stopped

Chapter 31 Call Customers Who Are House Accounts and Rarely Hear from Your Company

Your Script: What to Say to Customers Who Are House Accounts

Chapter 32 Call Prospects You've Talked to but Who Never Bought from You

Your Script: What to Say to Prospects You've Previously Talked To

Part 5 Cold Calls: Calling People You Don't Know . . . Yet

Chapter 33 An Important Note on Cold Calling

Chapter 34 The Benefits of Calling People You Don't Know . . . Yet

Prospects Don't Know You Only Once: At the Beginning of the First Call

Calling People You Don't Know Quickly Builds the List of People You Know

You're Filling Your Pipeline and Increasing Your Opportunities

More People Will Get to Be Helped by You

Chapter 35 There Are No Cold Calls, so Stop Thinking About Them That Way

Personal Areas in Common

Pandemic Areas in Common

Business Areas in Common.

You Have All This in Common - So Please Stop Thinking About Them as Cold Calls

Chapter 36 How to Find Prospects You Don't Know Yet

Ask Your Current Customers Who Else Buys What You Sell

Ask Your Current Customers for Referrals Outside Their Company

Ask Key Connectors for Referrals

Mine Your Company's Past Customers

Call Prospects You Simply Know Are Buying Elsewhere Now

If You Need Even More, Go to LinkedIn

Chapter 37 Scripts for Quickly Warming Up Cold Calls

Your Script: What to Say to Prospects You Don't Know (Remember, These Aren't Cold Calls, but Relationship Calls or Helping Calls)

Chapter 38 Let's Focus on What We Can Control

Acknowledgments

About the Author

Index

EULA.

Notes:

Description based on print version record.

Includes index.

ISBN:

9781119814641

1119814642

OCLC:

1273975238