- Tapa blanda: 208 páginas
- Editor: Adams Pub; Edición: 0002 (1 de enero de 2003)
- Idioma: Inglés
- ISBN-10: 1580628133
- ISBN-13: 978-1580628136
- Valoración media de los clientes: Sé el primero en opinar sobre este producto
- Clasificación en los más vendidos de Amazon: nº1.270.142 en Libros en idiomas extranjeros (Ver el Top 100 en Libros en idiomas extranjeros)
Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales (Inglés) Tapa blanda – 1 ene 2003
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Reseña del editor
If youve got ten minutes a day, you can make a telesales breakthrough!
By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffmans Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.
Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance.He knows exactly what works and doesnt, and in this completely revised second edition, he shares with you all of his insiders secrets, including how to:
- Master the five ways you can increase your income
- Track your numbers . . . and use them to your advantage
- Evaluate your performance effectively . . . so you hit your own goals
- Gain control of the call
- Leave effective phone messages
- Use "how" and "why" questions to your advantage
- Learn whats going on in the prospects world
- Understand the four types of negative responses . . . and find out how to get past each one
- Turn small adjustments in your performance into large income gains
By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you cant afford not to have these tools in your sales arsenal!
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Opiniones de clientes más útiles en Amazon.com
Good, solid, specific statements to "turn around" a resistant buyer using their own words. Powerful "play on words" and inter-personal "judo". Knowing what words to expect, in advance, and having words to "counter" the anticipated resistance when it occurs. Good stuff.
Last week I cold called a firm and the decision maker was not super excited by the end of our conversation but she at least agreed to accept some literature from me in the mail. This week I called her back to follow up after reading the chapter on asking the right questions that will spark a response from the prospect and get an actual conversation started. I asked her how long she had been using her current provider and if she has ever compared against another firm to see if she is getting the best value for her money. I found out that she has been using her current provider since the winter and has never taken a look at another option since switching to them. I also found out the reasons she chose to use her current provider which gave me a very clear understanding of what I need to do in order to earn her business. We compared services and she was very surprised to find out that we can save her a significant amount of money and also speed up her process as well. By the end of the conversation she was calling me by my first name and the account should open sometime within the next two weeks. All I can say is that this is a great book and I can't wait to read it a second time. Just make sure that you put his recommendations to use.
Update: I've continued to use the advice in this book and I can sincerely tell you that the quality of my calls have CLEARLY increased. I would say that about 75% of the people I talk to now I actually have meaningful conversations with. My calls went from me trying to convince and barely letting the prospect talk to now actual conversations that make the prospect feel like I'm calling to really help them. I used to collect only about half of the information that I wanted from a prospect. Now, on most of my calls I collect 100% of the information I wanted and then some. Great book. I can't wait until the actual accounts start opening, which I am more confident that ever before that they will. I'll post another update when I open my next account.