Stephan Schiffman's Telesales

America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales

Stephan Schiffman

• Publisher: Adams Media
• Year: 2003
• Print ISBN: 9781580628136
• eBook ISBN: 9781440500794
• Topic: Business
• Subtopic: Business General
• Index: Business

If you’ve got ten minutes a day, you can make a telesales breakthrough!

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman’s Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.

Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance.
He knows exactly what works and doesn’t, and in this completely revised second edition, he shares with you all of his insider’s secrets, including how to:

• Master the five ways you can increase your income
• Track your numbers . . . and use them to your advantage
• Evaluate your performance effectively . . . so you hit your own goals
• Gain control of the call
• Leave effective phone messages
• Use "how" and "why" questions to your advantage
• Learn what’s going on in the prospect’s world
• Understand the four types of negative responses . . . and find out how to get past each one
• Turn small adjustments in your performance into large income gains

By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can’t afford not to have these tools in your sales arsenal!

Appendix

On the following pages you will find model call sheets, sales lead tracking sheets, and daily call report sheets. Use them!

RATIOS (Inbound Cal...

Table of contents

• Cover Page
• Title Page
• Copyright
• Dedication
• Contents
• Foreword and Acknowledgments
• Introduction to the New Edition
• Getting Started
• A Typical Day
• Understand Your Ratios
• Tracking Actual Daily Numbers
• The Five Ways You Can Increase Your Income
• Little Things Can Mean a Lot
• Your “Golf Grip”
• “Closing” (And Its Hazards)
• The Four Steps of the Telephone Sales Process
• Understand the Numbers — and Improve Your Approach
• Move Forward in the Sales Process
• Define Prospects Accurately
• Count the “No” Answers
• The Ups and Downs of Selling
• People Respond in Kind
• Interruptive Marketing
• Why Writing It All Down Is Essential
• Master the Game of Catch
• Developing Your Attention Statement
• Developing Your Identification Statement
• Developing the Reason for the Call
• What to Do If You Don't Get Interrupted
• The Department Store
• “Happy Now”
• ”Not Interested”
• ”Send Literature”
• The Direct Question
• Put It All Together
• Some Variations on the Standard Call
• The Art of Leaving Messages
• Another Effective Variation
• The Art of Calling Back
• ”I Was Just Thinking of You”
• How to Call Former Customers
• How to Get and Use Connections with People at the Top
• How to Send the Right Emotional Message over the Phone
• The Recipe for a Great Conversation
• The Past, the Present, and the Future
• Ask “How” and“Why” Early and Often
• Verify Your Information
• Paint a Picture
• Critical Point #2
• When to Stop Calling
• Ten Traits of World-Class Salespeople
• Appendix
• About the Author
• Colophon