{"product_id":"telephone-sales-for-dummies-isbn-9780470168363","title":"Telephone Sales For Dummies","description":"Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. \u003ci\u003eTelephone Sales For Dummies\u003c\/i\u003e shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.  \u003cb\u003eIntroduction.\u003c\/b\u003e  \u003cp\u003e\u003cb\u003ePart I: Picking Up on Telephone Sales.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: Calling All Sales Professionals!\u003c\/p\u003e \u003cp\u003eChapter 2: Thriving as a Telephone-Sales Pro.\u003c\/p\u003e \u003cp\u003eChapter 3: Brave New World: The Laws of Telesales Land.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: Laying the Groundwork for Telephone-Sales Success.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4: Doing Your Homework for A-Plus Calls.\u003c\/p\u003e \u003cp\u003eChapter 5: Prospecting Your Way to Success.\u003c\/p\u003e \u003cp\u003eChapter 6: Conquering Sales Call Aversion.\u003c\/p\u003e \u003cp\u003eChapter 7: Investing Your Time Wisely.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: You Make the Call!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8: Getting Past the Gatekeeper.\u003c\/p\u003e \u003cp\u003eChapter 9: Opening Your Sales Call with Ease.\u003c\/p\u003e \u003cp\u003eChapter 10: Getting Out of the Answers and Into the Questions.\u003c\/p\u003e \u003cp\u003eChapter 11: Mastering the Art of Listening and Silence.\u003c\/p\u003e \u003cp\u003eChapter 12: Executing Powerful Presentations.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV: Going for the Close.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 13: Overcoming Objections.\u003c\/p\u003e \u003cp\u003eChapter 14: Orchestrating a Successful Close.\u003c\/p\u003e \u003cp\u003eChapter 15: Moving Forward When You Don’t Land the Sale.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V: Increasing Your Sales.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 16: Exploding Your Earnings through Behavioral Selling.\u003c\/p\u003e \u003cp\u003eChapter 17: Selling the Way Your Customer Wants to Buy.\u003c\/p\u003e \u003cp\u003eChapter 18: Staying Motivated to Succeed.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI: The Part of Tens.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone.\u003c\/p\u003e \u003cp\u003eChapter 20: Ten Phrases to Banish from Your Vocabulary.\u003c\/p\u003e \u003cp\u003eChapter 21: Ten (Or So) Actions that Promote Phone-Sales Success.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIndex.\u003c\/b\u003e\u003c\/p\u003e \u003cb\u003eDirk Zeller\u003c\/b\u003e specializes in training and coaching sales people and speaks regularly at industry events. He is the author of the bestselling \u003ci\u003eSuccess As a Real Estate Agent For Dummies\u003c\/i\u003e.  \u003cb\u003eIncrease your sales and income with proven tactics and strategy\u003c\/b\u003e  \u003cp\u003e\u003cb\u003eYour no-nonsense guide to selling and generating leads by phone\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWant to be persuasive on the phone? This hands-on, interactive guide is packed with proven techniques for becoming a champion telephone salesperson. You'll see how to make pre-call plans, conquer your sales call fears, prepare a winning script, ask the right questions, overcome objections, and prospect your way to success.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDiscover how to:\u003c\/b\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003e \u003cdiv\u003eMake cold, warm, and referral calls\u003c\/div\u003e \u003c\/li\u003e \u003cli\u003e \u003cdiv\u003eGet past screeners\u003c\/div\u003e \u003c\/li\u003e \u003cli\u003e \u003cdiv\u003eOrchestrate a successful close\u003c\/div\u003e \u003c\/li\u003e \u003cli\u003e \u003cdiv\u003eUnderstand the \"Do Not Call\" law\u003c\/div\u003e \u003c\/li\u003e \u003c\/ul\u003e","brand":"For Dummies","offers":[{"title":"Default Title","offer_id":47990142238949,"sku":"NP9780470168363","price":19.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470168363.jpg?v=1761786664","url":"https:\/\/k12savings.com\/products\/telephone-sales-for-dummies-isbn-9780470168363","provider":"K12savings","version":"1.0","type":"link"}