Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales

ISBN-13: 9781119814603 / Angielski / Twarda / 2021 / 336 str.

Alex Goldfayn

Spis treści

Part One: IntroductionCh 1: The Lost Art Of Proactive Calling In The Sales ProfessionCh 2: An Executive Summary: How To Pick Up The Phone & SellCh 3: Lead With The Phone: Make It The Tip of Your Selling SpearCh 4: The Phone Is The Single Most Effective & Underused Selling Tool We HaveCh 5: Why We Avoid The PhoneCh 6: The Phone Compared To Other Sales Communications PathwaysCh 7: Planners & Trackers To Help You Pick Up The Phone & SellPart Two: Your Mindset & Your PhoneCh 8: It's Impossible to Outsell Your MindsetCh 9: Fear Is The Enemy of Picking Up The PhoneCh 10: Let's Talk About Our Specific Fears Around Phone SellingCh 11: Believe In Your Value As Much As Your Customers DoCh 12: Perseverance Is A Sales SuperpowerCh 13: The First Phone Call Is The Answer!Part Three: Cal Tactics, Mechanics and StrategiesCh 14: How Proactive Calls Can Fit In To Your Sales ProcessCh 15: Pre & Post-Call CommunicationsCh 16: What Time of Day Should You Call?Ch 17: How Many Calls Per Day?Ch 18: The Power of a Pomodoro TimerCh 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls ReturnedCh 20: An Effective Proactive Call Has Three PartsCh 21: Silence Will Make You RichCh 22: Why It's Critical To Log Your CallsPart Four: Who Should You Call? Mostly, Call People You KnowCh 23: You Know Hundreds of People Who Can Buy From You -- Call Them!Ch 24: Call Customers Who Can Buy More From YouCh 25: Call Customers Who Just Received Products Or ServicesCh 26: Call Customers Who Haven't Made Their Regular Purchase In A WhileCh 27: Call Customers Who Email You Orders & InquiriesCh 28: Call Customers Who Have a Quote or ProposalCh 29: Call Customers You Haven't Talked To In Three Months Or MoreCh 30: Call Customers Who Used To Buy From You, But StoppedCh 31: Call Customers Who Are House Accounts and Rarely Hear From Your CompanyCh 32: Call Prospects You've Talked To, But They Never Bought From YouPart Five: Cold Calls: Calling People You Don't Know...YetCh 33: An Important Note On Cold CallingCh 34: The Benefits of Calling People You Don't Know...YetCh 35: There Are No Cold Calls, So Stop Thinking About Them This WayCh 36: Finding Who To Cold CallCh 37: Scripts for Quickly Warming Up Cold CallsCh 38: Let's Focus on What We Can ControlAcknowledgementsAbout the AuthorIndex

O autorze

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.