Sales Management Books. Smart Selling on the Phone and Online: Inside Sales That Gets Results | by Josiane Chriqui Feigon | 2009 | ISBN: 9780814414651. Handling Sales Objections Strategies. The Smart Selling Qualification Criteria. Questioning To uncovers Needs, Qualifies Leads, Controls Calls.
Smart Selling on the Phone and Online: Inside Sales That Gets Results
by Josiane Chriqui Feigon
2009 (273 pages)
ISBN:9780814414651
Combining an accessible text with clear graphics and step-by-step processes, this guide pinpoints the ten skills essential to high-efficiency, high-success performance.
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Smart Selling On the Phone and Online—Inside Sales That Gets Results
Foreword
Introduction – But I’ve Only Got Four Minutes!
Finally! A Book Written Just for You
Selling in a Sales 2.0 World
Why I Wrote This Book
A Brief Tour of This Book
Be A Cubicle Warrior!
Chapter 1 – Time Management—Momentum Control
Overview
Inside Sales is About Time
Less Time Leads to More Paralysis
Be Proactive in a Reactive World
Two Types of Momentum: Proactive and Reactive
Regain Your Momentum
Telephone Techniques for Managing Time
Time Management Strategies
Chapter 2 – Introducing—Selling in Sound Bites
Overview
Introducing Is Your Moment Of Truth
The Sales 2.0 Opt-Out Crowd: Selling in a Risk-Averse Marketplace
Making a Live Phone Call
The Multiple-Touch Rule
The Dynamic Duo: Voice Mail + E-Mail
Take E-Mail Control
Introducing Strategies
Chapter 3 – Navigating—Avoiding the No-Po’s
Overview
Navigating Your Way to a Real Deal
Understanding How Power Works In A Sales 2.0 Environment
Stay Out Of The No-Po Zone!
Navigating No-Po’s Using the 2×2 Org Chart Rule
Sniffing Out a No-Po
Why We Love Our No-Po’s
When You’ve Stuck with a No-Po Too Long
When the No-Po Must Protect His or Her Turf
Watch Out for the No-Po Entourage
Saying Goodbye to No-Po’s
Going Around Your No-Po to Address the Power Buyer
Navigating Strategies
Chapter 4 – Questioning—Building Trust, One Question at a Time
Overview
Questioning Uncovers Needs, Qualifies Leads, Controls Calls
Sales 2.0 Is About Substance
Quality Versus Quantity: What’s The Difference?
You Can No Longer Afford to Waste a Call
The Four Components of Questioning
Strategy and Planning: The Smart Selling Qualification Criteria
Formulating Questions
Style: It’s How You Ask the Question
The Order of Questioning: Doing the Questioning Dance
Questioning Strategies
Chapter 5 – Listening—Letting Go of Assumptions
Overview
Listening Is About Truth
Listening In Sales 2.0: I Can’t Hear You Now
The Listening Model Has Changed
Digging for Pain
Active Listening
Using Verbal Listening Cues
Listening Without Assumptions
Sales Intuition
Becoming Comfortable With the Silent Pause
Note Taking is Information Capture
You Are Only as Good as Your Notes
Information Integration
Listening Strategies
Chapter 6 – Linking—Selling to Power Buyers
Overview
Linking Connects You with C-Level Decision Makers
Sales 2.0 Has Redefined Power
How to Spot the Power Buyers
Linking With Influential Executive Assistants
Spotting Power Buyers throughout the Sales Cycle
Access Granted! Now What?
Giving Yourself Access: You Deserve to Speak with the Power Buyer!
Linking Strategies
Chapter 7 – Presenting—It’s Showtime!
Overview
Taking Presentations Seriously
It’s Sales 2.0: All I’ve Got is Four Minutes!
Understand the Process
Choose the Right Presentation Type
Know Who’s Driving
Be 100 Percent Present When Presenting
Think About Your Content
Presenting Strategies
Chapter 8 – Handling Objections—Bring Them On!
Overview
The Brutal Truth about Objections
Riding the Objection Tidal Wave in Sales 2.0
How Salespeople Create Objections
Why Customers Object
The Five Categories of Objections
The E-Mail Objection
Handling Objections Strategies
Chapter 9 – Closing—The Complex Road to Gaining Commitment
Overview
Closing Means Mastering the Sales Process
Sales 2.0: The Complex Close
Master Your Sales Skills
Build a Healthy Sales Funnel
Master Your Sales Process: The Key to Accurate Forecasting
The Six Stages of a Sales Process
Understand Your Customer’s Buying Agenda
Work Out Your Self-Confidence Muscles
Closing Strategies
Chapter 10 – Partnering—Conscious Collaboration
Overview
Sales 2.0: Technology Enables Collaboration
Secrets of Structuring a Good Inside and Field Partnership
Start Strong
Creating Strategic Alliances and Partnerships
Partnering Strategies
Epilogue
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