Pick Up The Phone and Sell. Alex Goldfayn

CALL TACTICS, MECHANICS, AND STRATEGIES CHAPTER 14: HOW PROACTIVE CALLS CAN FIT INTO YOUR SALES PROCESS WHAT PROACTIVE CALLS CAN DO FOR YOU BUILDING RELATIONSHIPS WITH PROSPECTS BEFORE YOUR SALES CONVERSATION BEGINS START NEW SALES CONVERSATIONS WITH NEW PROSPECTS PROGRESS EXISTING OPPORTUNITIES TOWARD A QUOTE OR PROPOSAL FOLLOW UP ON QUOTES AND PROPOSALS TO CLOSE THEM BEGIN DISCUSSIONS ABOUT ADDITIONAL PRODUCTS OR SERVICES FOR YOUR EXISTING CUSTOMERS NOTE: YOU KNOW THESE PEOPLE CHAPTER 15: PRE- AND POST-CALL COMMUNICATIONS PHONE FIRST: MAKE CALLS THE FIRST COMMUNICATION IN YOUR SELLING WORK THE OPTIONAL PRE-CALL COMMUNICATION SEND A POST-CALL COMMUNICATION CHAPTER 16: WHAT TIME OF DAY SHOULD YOU CALL? EAT THE FROG CHAPTER 17: HOW MANY CALLS PER DAY? THREE PROACTIVE CALLS DAILY IS ENOUGH TO DRIVE UP YOUR SALES SIGNIFICANTLY SO, HOW MANY CALLS PER DAY IS THE RIGHT NUMBER? CHAPTER 18: THE POWER OF A POMODORO TIMER WHY USE A POMODORO TIMER? HOW TO USE IT CHAPTER 19: ALWAYS LEAVE A VOICEMAIL: SIMPLE SCRIPTS TO GET YOUR CALLS RETURNED COMPONENTS OF AN EFFECTIVE VOICE MESSAGE SEND AN ELECTRONIC MESSAGE AFTER LEAVING YOUR VOICEMAIL CHAPTER 20: AN EFFECTIVE PROACTIVE CALL HAS THREE PARTS ALTOGETHER, EACH OF THESE CALLS LASTS 5 TO 10 MINUTES – NO MORE MOST PEOPLE ARE CHALLENGED BY THE THIRD PART CHAPTER 21: SILENCE WILL MAKE YOU RICH IT'S OUR DISCOMFORT, NOT THE CUSTOMER'S THE CUSTOMER SHOULD TALK AT LEAST 75% OF THE TIME CHAPTER 22: WHY IT'S CRITICAL TO LOG YOUR CALLS

      8  PART FOUR: WHO SHOULD YOU CALL? MOSTLY, CALL PEOPLE YOU KNOW CHAPTER 23: YOU KNOW HUNDREDS OF PEOPLE WHO CAN BUY FROM YOU – CALL THEM! CURRENT CUSTOMERS PAST CUSTOMERS CURRENT PROSPECTS PAST PROSPECTS THESE CALLS ARE LIGHTNING FAST THE UPCOMING CHAPTERS HOW TO PLAN WHO TO CALL CHAPTER 24: CALL CUSTOMERS WHO CAN BUY MORE FROM YOU ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO CAN BUY MORE CHAPTER 25: CALL CUSTOMERS WHO JUST RECEIVED PRODUCTS OR SERVICES ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO JUST RECEIVED PRODUCTS OR SERVICE FROM YOU CHAPTER 26: CALL CUSTOMERS WHO HAVEN'T MADE THEIR REGULAR PURCHASE IN A WHILE ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO USED TO BUY SOMETHING REGULARLY BUT STOPPED CHAPTER 27: CALL CUSTOMERS WHO EMAIL YOU ORDERS AND INQUIRIES ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO EMAIL ORDERS AND INQUIRIES CHAPTER 28: CALL CUSTOMERS WHO HAVE A QUOTE OR PROPOSAL ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO HAVE A QUOTE OR PROPOSAL CHAPTER 29: CALL CUSTOMERS YOU HAVEN'T TALKED TO IN THREE MONTHS OR MORE ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS YOU HAVEN'T TALKED TO IN THREE MONTHS OR MORE CHAPTER 30: CALL CUSTOMERS WHO USED TO BUY FROM YOU, BUT STOPPED ABOUT THIS GROUP OF CUSTOMERS WHY CALL THEM? YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO USED TO BUY FROM YOU BUT STOPPED NOW, PIVOT TO THE SALE CHAPTER 31: CALL CUSTOMERS WHO ARE HOUSE ACCOUNTS AND RARELY HEAR FROM YOUR COMPANY