The 800-CEO-Read Business Book Awards of 2009 In the sales category - short list The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to: - Overcome ten different forms of "paralysis" and reestablish momentum - Sell in sound bites, not long-winded speeches - Ask the right questions to reveal customer needs - Navigate around obstacles to get to the power buyer - Prioritize and manage their time so that more of it is spent actually selling - And more Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of "Sales 2.0" and become a true sales warrior!
Josiane Chriqui Feigon
Feigon, Josiane Chriqui
Most Helpful Customer Reviews
Very disappointed. The title of the book is "Smart Selling On The Phone And Online." What is inside this book doesn't even come close to matching the title of the book. The author does a great job of teaching sales people how to sell to companies where it is nearly impossible to get to the decision maker, but her process is more of a process of setting appointments to sell later at a future date. The process that she describes in this book is not about making the sale on the phone. Again, what is the title of this book, "Smart Selling On The Phone And Online." The authors solutions in this book doesn't match the title of this book. I'm extremely disappointed.
This was a good book. I took a lot from it. There are a lot of good points but it was about 85 pages too long. She ends up repeating herself. Sometimes less is more. One thing she does say in here is to write killer emails with killer subject headings. Follow up at least nine times before quitting, and make sure that your emails and phone calls follow closely to one another. I tried this and it has actually been working very well for me.
If you are getting started in sales, new to sales 2.0 environment, or needing to develop a good list of techniques and training...this book delivers. Very in-depth, well written analytical discussions on the entire sales cycle: introductions, voice mail and email techniques, navigating new companies and identifying decision makers, handling objections, and closing. "Smart Selling" is by far the most helpful contemporary sales training guide I have read to date.
A rather easy read with appropriate focus topics that really break down harder subjects into appropriate steps such providing rebuttals for popular objections, how to present, and keeping a healthy sales funnel. The chapter summaries are great to outline and present to your sales staff. Also supplied are office personalities that we can relate the subject matter to our own experiences. This book has evoked very helpful strategy and tactics discussions.
Bottom line: if you need help in your sales...
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