Pick Up the Phone and Sell - How Proactive Calls to Customers and Prospects Can Double Your Sales

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert
 
In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson's arsenal: the phone.
 
From the author of Selling Boldly and 5-Minute Selling, 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:
* A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com
* Direction on how to use text messaging as an adjunct to phone sales
* Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales
* Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.
 
Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

List of contents

Part One: Introduction
 
Ch 1: The Lost Art Of Proactive Calling In The Sales Profession
 
Ch 2: An Executive Summary: How To Pick Up The Phone & Sell
 
Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear
 
Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have
 
Ch 5: Why We Avoid The Phone
 
Ch 6: The Phone Compared To Other Sales Communications Pathways
 
Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell
 
Part Two: Your Mindset & Your Phone
 
Ch 8: It's Impossible to Outsell Your Mindset
 
Ch 9: Fear Is The Enemy of Picking Up The Phone
 
Ch 10: Let's Talk About Our Specific Fears Around Phone Selling
 
Ch 11: Believe In Your Value As Much As Your Customers Do
 
Ch 12: Perseverance Is A Sales Superpower
 
Ch 13: The First Phone Call Is The Answer!
 
Part Three: Cal Tactics, Mechanics and Strategies
 
Ch 14: How Proactive Calls Can Fit In To Your Sales Process
 
Ch 15: Pre & Post-Call Communications
 
Ch 16: What Time of Day Should You Call?
 
Ch 17: How Many Calls Per Day?
 
Ch 18: The Power of a Pomodoro Timer
 
Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned
 
Ch 20: An Effective Proactive Call Has Three Parts
 
Ch 21: Silence Will Make You Rich
 
Ch 22: Why It's Critical To Log Your Calls
 
Part Four: Who Should You Call? Mostly, Call People You Know
 
Ch 23: You Know Hundreds of People Who Can Buy From You -- Call Them!
 
Ch 24: Call Customers Who Can Buy More From You
 
Ch 25: Call Customers Who Just Received Products Or Services
 
Ch 26: Call Customers Who Haven't Made Their Regular Purchase In A While
 
Ch 27: Call Customers Who Email You Orders & Inquiries
 
Ch 28: Call Customers Who Have a Quote or Proposal
 
Ch 29: Call Customers You Haven't Talked To In Three Months Or More
 
Ch 30: Call Customers Who Used To Buy From You, But Stopped
 
Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company
 
Ch 32: Call Prospects You've Talked To, But They Never Bought From You
 
Part Five: Cold Calls: Calling People You Don't Know...Yet
 
Ch 33: An Important Note On Cold Calling
 
Ch 34: The Benefits of Calling People You Don't Know...Yet
 
Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way
 
Ch 36: Finding Who To Cold Call
 
Ch 37: Scripts for Quickly Warming Up Cold Calls
 
Ch 38: Let's Focus on What We Can Control
 
Acknowledgements
 
About the Author
 
Index

About the author

ALEX GOLDFAYN 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 Wall Street Journal bestselling author of 5-Minute Selling and Selling Boldly, as well as The Revenue Growth Habit and Evangelist Marketing.

Product details

• Authors: Alex Goldfayn, Goldfayn Alex
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 04.10.2021
• EAN: 9781119814603
• ISBN: 978-1-119-81460-3
• No. of pages: 336
• Subjects: Social sciences, law, business > Business > Advertising, marketing; Marketing, Verkauf, Vertrieb, Telefonmarketing, Business & management, Wirtschaft u. Management, Marketing & Sales, Marketing u. Vertrieb