Smart Selling on the Phone and Online: Inside Sales That Gets Results

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9780814414651: Smart Selling on the Phone and Online: Inside Sales That Gets Results
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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!

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From the Back Cover:

You’re an inside sales pro: on the front lines in your business’s battle for dominance, riding the crest of the wave of Sales 2.0 change, and fighting to be heard by today’s busy, opt-out prospects. You need to find the power players, get their attention on the phone and online, and close deals—fast. Josiane Feigon’s robust and comprehensive TeleSmart 10 System for Power Selling helps you do all that and more.

Built on 10 easy-to-learn, must-have skills keyed to the sales cycle, the simple, step-by-step processes in Smart Selling on the Phone and Online will help you:

—Beat “sales paralysis”—once and for all!

—Learn the quick sound bites that snap prospects to attention!

—Ask the questions that reveal real customer needs!

—Navigate around obstacles and gatekeepers to get to decision makers and power buyers!

—Spend more time doing what you do best—selling—and drop those tedious, no-reward activities!

—Turn frustration into success—and sales!

Ready to become a true inside sales warrior? Read Smart Selling on the Phone and Online—and master the world of Sales 2.0!

Advance Praise for Smart Selling on the Phone and Online:

“To succeed in today’s tough sales environment, working harder isn’t enough. You need to work smarter; you need Smart Selling on the Phone and Online. Josiane Feigon is the consummate expert on selling by phone. No matter what your sales challenges are, she’ll guide you every step of the way from finding the decision maker to closing the sale. Keep this book by your phone!” — C.J. Hayden, author, Get Clients Now!™

“If inside sales is part of your sales model, or if you want it to be, you need this book. Josiane Feigon shows real-world, in-the-trenches strategies and techniques that will help you win more business using the phone.” — Art Sobczak, President, BusinessByPhone.com

Josiane Chriqui Feigon is President and Founder of TeleSmart Communications, a global training and consulting company specializing in inside sales. The author of the popular Cubicle Chronicles blog, her articles have appeared in Selling Power, Call Center Magazine, and other industry publications. Ms. Feigon lives in San Francisco.

About the Author:

JOSIANE CHRIQUI FEIGON (San Francisco, CA) is President and Founder of TeleSmart Communications, a global training and consulting company specializing in inside sales. She is the author of the blog TeleSmart, and her articles have appeared in Selling Power, Call Center Magazine, and other industry publications.

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