What's That Book Called?

dimmers81,

If there is a book your boss read "about how to answer any question," it must be worth millions..... How could he forget the title of a priceless book?

Now, if you are looking for an actual book that shows you a specific method for making "big ticket" sales, the following by Jeff Thull is the best I've found so far....

Amazon.com: Exceptional Selling: How the Best...

All The Best,

Rich

Dude, I'm going to tell you the same thing I said in the other thread.

YOUR BOSS IS A MORON. You need to stop going to him for help because he's useless. You need to develop strategies that kill it to prove to him that you know what your doing because he's not going to help you.

Sales is like acting, you need to have a scripted response perfectly formulated to ellicit the right results and desired response from the prospect.

That doesn't mean you sound like a robot reading things off of a paper but if you don't have what to say to specific questions written in a way that 1) builds rapport and trust and 2) steers the conversation back to your goal of setting the appointment your doomed to fail.

So far you've told me 3 things between these two threads that show me your boss is a moron.

1. He doesn't have a high quality list for you to call that is accurate. He should have that assistant source a paid for list of fortune 1000 companies or whatever your target market is, along with the correct CEO name, in the correct target geography.

2. He doesn't like to leave voicemails. Why not? There is no good reason NOT to leave a voicemail. What your selling/appointment setting for is not a low cost commodity that it's better to just call the next person and forget the voicemail. Not leaving voicemails is good for when you just need to fish for the next yes in a list of 1000000 companies. It's not for when you have 700 total people in your sales database! You need to develop trust and rapport and interest any way you can to get them to call back.

3. He doesn't like using scripts for objections? WTF! This guy is not a sales manager, or director of sales and if he is he should be fired... I don't need to explain this one because I already did above.

Moral of the story, stop going to your boss. Use what people are saying on here....do your own thing...if he doesn't like it, leave and go to another freight company....and when you get results he won't give a shit how your doing it.

There are lots of books that cover objection handling. Do your research and find some. Then make your own file and keep it handy when you make calls.

What are they? Maybe they aren't actually objections?

From what I remember, common objections was the theme of Stephen Shiffield's "cold calling" book. According to him, there's only 2 or 3 categories of objections you can run into.

To a large extent, I found its conclusions to be correct. The wording might be different from industry to industry but the idea is usually the same.

I agree with MaxwellB. Each rep would do 4 times as many calls if you had one dedicated person to get leads for the sales force.