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Best books on selling over the phone?

by chadim
5 replies
So, I decided to take a job while I get my online business back in order. I saw an interesting position in a IT software company, so I decided to apply. Evidently I sold them well enough in my two interviews, because they offered me the job.

I'm happy to be employed once again and soon to be receiving a regular paycheck, but at the same time I'm a little nervous. Basically my job would be to cold-call potential prospects and get them to a webinar. The objective of the webinar presentation will be to get them to take a trial of the software product. Apparently once they are on the trial, the software almost sells itself.

It's been a little while since I've been involved in phone sales, and this is a much higher ticket item. I start in about a week, so I was wondering if anyone had some good advice or could recommend some good books to help boost my confidence and strategy for when I start.

Thanks for chiming in.

Chad
#books #phone #selling
  • Profile picture of the author Amy Harrop
    Art Sobczak has two really good books on telephone selling:

    How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 2
    Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling

    I did phone sales quite a few years ago and was quite successful. My two cents: be relaxed, but professional, and make sure you don't sound like you are reading a script...
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    http://AmyHarrop.com -Tips For Content Creation, Publishing,and Monetizing
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  • Profile picture of the author Michael Franklin
    Anything by Steven Schiffman is excellent!
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  • Profile picture of the author davidsu
    Banned
    "Selling to Anyone Over the Phone" by Renee P. Walkup and Sandra McKee is a good book that suits your current needs
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  • Profile picture of the author Prideoflion
    I think what it comes down to it, keeping your energy high while you're talking to people is the most important thing. It is the easiest thing in the world to lose your enthusiasm, while trying to make sales.
    People don't really like to be sold, and it's a big side effect of that, that predominantly the people that you will be talking to will say something either neutral or negative concerning your product or service. Keep your spirits high and your sales are bound to take off.

    A good book that I read on the subject was: Sales Dogs from Robert Kiyosaki. It goes into all the various kinds of selling styles that people have, I'm personally a Chihuahua/Golden retriever. When you read this book you'll know exactly what I'm talking about.

    Good Luck my Friend and I Wish You Well!
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  • Profile picture of the author Paul Myers
    Amy,

    I was just going to recommend Sobczak's stuff.

    He's at Telesales, inside sales, and cold calling training tips to make your telemarketing more effective for those who're interested.


    Paul
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    Stop by Paul's Pub - my little hangout on Facebook.

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