{"product_id":"pick-up-the-phone-and-sell-isbn-9781119814603","title":"Pick Up The Phone and Sell","description":"\u003cp\u003e\u003cb\u003eUnlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert\u003c\/b\u003e\u003cb\u003e \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003ePick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales\u003c\/i\u003e, sales expert, consultant, and \u003ci\u003eWall Street Journal\u003c\/i\u003e bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone.\u003c\/p\u003e \u003cp\u003eFrom the author of \u003ci\u003eSelling Boldly\u003c\/i\u003e and \u003ci\u003e5-Minute Selling\u003c\/i\u003e, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eA thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com\u003c\/li\u003e \u003cli\u003eDirection on how to use text messaging as an adjunct to phone sales\u003c\/li\u003e \u003cli\u003eInstructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales\u003c\/li\u003e \u003cli\u003eGuidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePerfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, \u003ci\u003ePick Up The Phone and Sell\u003c\/i\u003e is an indispensable guide to one of the most important and lucrative tools in the selling profession.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One: Introduction\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCh 1: The Lost Art Of Proactive Calling In The Sales Profession\u003c\/p\u003e \u003cp\u003eCh 2: An Executive Summary: How To Pick Up The Phone \u0026amp; Sell\u003c\/p\u003e \u003cp\u003eCh 3: Lead With The Phone: Make It The Tip of Your Selling Spear\u003c\/p\u003e \u003cp\u003e Ch 4: The Phone Is The Single Most Effective \u0026amp; Underused Selling Tool We Have\u003c\/p\u003e \u003cp\u003eCh 5: Why We Avoid The Phone\u003c\/p\u003e \u003cp\u003eCh 6: The Phone Compared To Other Sales Communications Pathways\u003c\/p\u003e \u003cp\u003eCh 7: Planners \u0026amp; Trackers To Help You Pick Up The Phone \u0026amp; Sell\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Your Mindset \u0026amp; Your Phone\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCh 8: It’s Impossible to Outsell Your Mindset\u003c\/p\u003e \u003cp\u003eCh 9: Fear Is The Enemy of Picking Up The Phone\u003c\/p\u003e \u003cp\u003eCh 10: Let’s Talk About Our Specific Fears Around Phone Selling\u003c\/p\u003e \u003cp\u003eCh 11: Believe In Your Value As Much As Your Customers Do\u003c\/p\u003e \u003cp\u003eCh 12: Perseverance Is A Sales Superpower\u003c\/p\u003e \u003cp\u003eCh 13: The First Phone Call Is The Answer!\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: Cal Tactics, Mechanics and Strategies\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCh 14: How Proactive Calls Can Fit In To Your Sales Process\u003c\/p\u003e \u003cp\u003eCh 15: Pre \u0026amp; Post-Call Communications\u003c\/p\u003e \u003cp\u003eCh 16: What Time of Day Should You Call?\u003c\/p\u003e \u003cp\u003eCh 17: How Many Calls Per Day?\u003c\/p\u003e \u003cp\u003eCh 18: The Power of a Pomodoro Timer\u003c\/p\u003e \u003cp\u003eCh 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned\u003c\/p\u003e \u003cp\u003eCh 20: An Effective Proactive Call Has Three Parts\u003c\/p\u003e \u003cp\u003eCh 21: Silence Will Make You Rich\u003c\/p\u003e \u003cp\u003eCh 22: Why It’s Critical To Log Your Calls\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four: Who Should You Call? Mostly, Call People You Know\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCh 23: You Know Hundreds of People Who Can Buy From You — Call Them!\u003c\/p\u003e \u003cp\u003eCh 24: Call Customers Who Can Buy More From You\u003c\/p\u003e \u003cp\u003eCh 25: Call Customers Who Just Received Products Or Services\u003c\/p\u003e \u003cp\u003eCh 26: Call Customers Who Haven’t Made Their Regular Purchase In A While\u003c\/p\u003e \u003cp\u003eCh 27: Call Customers Who Email You Orders \u0026amp; Inquiries\u003c\/p\u003e \u003cp\u003eCh 28: Call Customers Who Have a Quote or Proposal\u003c\/p\u003e \u003cp\u003eCh 29: Call Customers You Haven’t Talked To In Three Months Or More\u003c\/p\u003e \u003cp\u003eCh 30: Call Customers Who Used To Buy From You, But Stopped\u003c\/p\u003e \u003cp\u003eCh 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company\u003c\/p\u003e \u003cp\u003eCh 32: Call Prospects You’ve Talked To, But They Never Bought From You\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Five: Cold Calls: Calling People You Don’t Know…Yet\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCh 33: An Important Note On Cold Calling\u003c\/p\u003e \u003cp\u003eCh 34: The Benefits of Calling People You Don’t Know…Yet\u003c\/p\u003e \u003cp\u003eCh 35: There Are No Cold Calls, So Stop Thinking About Them This Way\u003c\/p\u003e \u003cp\u003eCh 36: Finding Who To Cold Call\u003c\/p\u003e \u003cp\u003eCh 37: Scripts for Quickly Warming Up Cold Calls\u003c\/p\u003e \u003cp\u003eCh 38: Let’s Focus on What We Can Control\u003c\/p\u003e \u003cp\u003eAcknowledgements\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e \u003cp\u003e\u003cb\u003eALEX GOLDFAYN\u003c\/b\u003e is a sought-after keynote and workshop speaker on sales growth and the principal of The Revenue Growth Consultancy, which grows the annual sales of client companies by an average of 20%. He is the \u003ci\u003eWall Street Journal\u003c\/i\u003e bestselling author of \u003ci\u003e5-Minute Selling\u003c\/i\u003e and \u003ci\u003eSelling Boldly,\u003c\/i\u003e as well as \u003ci\u003eThe Revenue Growth Habit\u003c\/i\u003e and \u003ci\u003eEvangelist Marketing.\u003c\/i\u003e  \u003c\/p\u003e\u003cp\u003eThis is a book for salespeople who are more comfortable with email, video calls, social and text messaging than they are with the phone.\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePick Up The Phone and Sell\u003c\/i\u003e explains why the phone is your most powerful prospecting and selling tool. (Hint: your competitors are using email and other less engaging approaches). This book teaches you techniques and language to supercharge your sales by making proactive calls the tip of your selling spear. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eWall Street Journal\u003c\/i\u003e bestselling sales author Alex Goldfayn explains: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThe power of proactive phone calls to customers and prospects—with links to free call planners and trackers at \u003cb\u003eGoldfayn.com\u003c\/b\u003e\n\u003c\/li\u003e \u003cli\u003eHow to use simple text messaging as a powerful enhancer of your phone selling\u003c\/li\u003e \u003cli\u003eThe role of social media, including LinkedIn, in boosting phone sales\u003c\/li\u003e \u003cli\u003eHow to overcome “phone fear,” and how to effectively warm up your cold calls\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eNinety percent of salespeople are reactive and don’t call. Want to launch yourself instantly into the top 10% of all salespeople? Follow the tactics in this book, and leverage the power of proactive calls. \u003c\/p\u003e\u003cp\u003eThe rare salesperson who regularly and systematically makes proactive calls gets to stack new sales, one on top of the other, with customer after customer. \u003c\/p\u003e\u003cp\u003e\u003ci\u003ePick Up The Phone and Sell\u003c\/i\u003e is an indispensable guide to the single most effective—and avoided—tool in the selling profession!  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDo you know who is afraid to pick up the phone and call their prospects and customers? Your competition!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn the selling profession, only the phone is universally understood to be the key to success and, at the same time, so widely avoided. Many salespeople even dread it. That’s why I wrote \u003ci\u003ePick Up The Phone And Sell\u003c\/i\u003e—to arm you with a quick and simple guide for attaining significant sales growth by proactively calling your customers and prospects. \u003c\/p\u003e\u003cp\u003eGet good at using the phone, and you will be in rare air in the sales profession. Because the great majority of salespeople are not very good at using the phone. I’d say 90% of salespeople are reactive. We’re very good at answering the phone and solving problems. But not many of us regularly pick up the phone to call customers and prospects proactively, when nothing is wrong. And yet:  \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThis is where relationships are built\u003c\/li\u003e \u003cli\u003eThis is where trust is formed\u003c\/li\u003e \u003cli\u003eThis is where you get to help your customers more, and expand your business with them\u003c\/li\u003e \u003cli\u003eThis is where the money is made\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003e\u003cb\u003eAmong my clients, the salespeople who most often proactively call customers and prospects are the most successful salespeople in  their organizations.\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003e—Alex Goldfayn\u003cbr\u003e   www.Goldfayn.com\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989792047333,"sku":"NP9781119814603","price":25.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119814603.jpg?v=1761785483","url":"https:\/\/k12savings.com\/es\/products\/pick-up-the-phone-and-sell-isbn-9781119814603","provider":"K12savings","version":"1.0","type":"link"}