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Perfect Phrases for the Sales Call

by: Brooks, Bill

Perfect Phrases for the Sales Call

by: Brooks, Bill

ISBN 13:
9780071462013
ISBN 10:
0071462015
Edition: 1st
Format: Paperback
Copyright: 10/25/2005
Publisher: McGraw-Hill
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Summary

Whether it's writing a proposal, motivating employees, or reaching out to customers,the Perfect Phrases series has the tools you need for precise, effective communication. Distillingcomplex ideas into specific phrases that diplomatically and honestly depict theconcepts at hand, this invaluable series provides:The best techniques to communicate messages and goals in business lettersand proposalsTips for bringing out the best in every employee in every businessDialogues and scripts to practice interactions with customers or employees-tailorable to any industry or company culturePhrases for each step of the sales process

Preface

Part One. The Basics of Selling in the 21st Century

(26)

The Realities of 21st-Century Selling

(7)

The Secret to Selling Is Never in the Selling

(1)

To Sell Successfully, You Must Be in Front of a Qualified Prospect

(1)

You Must Position Yourself Correctly

(1)

There Is Less Margin for Error

(1)

Prospects Must Believe You Have Something Important to Say

(1)

Being Trusted Is More Important Than Being Liked

(1)

Prospects Are Busy

(1)

Prospects Will Buy to Solve their Problems, Not Yours

(1)

Prospects Will Try to Make Your Product or Service a Commodity

(1)

Prospects Will Want the Price Before You Want to Give It

(1)

Establish the Value or It's All About Price

(1)

Relationships Have Changed

(1)

Understanding the Realities

(1)

Six Truths of Selling

(1)

The Nine Sales You Must Make First

(13)

If You're Not Sold, No One Else Will Be Either

(2)

If You Have No Prospects, You Will Fail

(2)

Being Trusted Is More Essential Than Being Liked

(1)

The Sale Is All in the Questions

(1)

Selling Is About Providing Solutions

(2)

You Can Minimize Stalls, Objections, and Delaying Strategies

(1)

Closing Is Not Just Using Closes

(1)

Promise a Lot---and Deliver Even More

(1)

You Must Master Special Situations

(2)

Your Direct Value Statement

(4)

Sample Direct Value Statements

(1)

Using the Direct Value Statements

(2)

Part Two. Scenarios for the Six Steps of the Sale

(106)

Step 1. Investigate

(34)

Defeat Negative Self-Talk

(2)

Step 1. Investigate: Prospecting, Positioning, and Pre-Call Planning

(2)

Appointment-Setting Scenarios

(1)

You Are Calling for an Appointment after Meeting Your Prospect at an Event

(2)

You Are Calling a Prospect Who Is a Direct Referral to You

(4)

You Are Responding to an Inquiry from the Prospect

(1)

You Have Sent Materials for Your Prospect to Review

(3)

You Have Not Sent Materials to Your Prospect and Are Making a Cold Call

(8)

Leaving an Effective Voice-Mail Message

(2)

Confirming Your Appointment

(2)

Special Situations

(4)

Dislodging a Competitor

(3)

Step 2. Meet Your Prospect

(7)

Statement of Intention and Primary Bonding Statement

(5)

Step 3. Probe for Success

(20)

Problem-Resolution Questions

(2)

Agitation Questions

(2)

Solution- and Feeling-Based Questions

(2)

Needs-Based Questions

(3)

Feature-Benefit Questions

(2)

Objection-Testing Questions

(3)

Yes/No Questions

(2)

Level-1,-2, and-3 Questions

(2)

Silver Bullet Questions

(1)

Step 4. Apply Your Solution

(18)

Making Your Recommendation

(2)

Handling Premature Price Questions

(3)

Presenting Your Price

(4)

How to Guarantee That Your Price Will Never Be Accepted

101

(2)

Making the Feature-Benefit Conversion

103

(2)

The Power of Course-Correction Questions

105

(3)

Step 5. Convince Your Prospect of Your Claims

108

(16)

Getting Satisfied Customers to Help You Sell

113

(5)

Overcoming Objections in the Real World

118

(6)

Step 6. Tie It Up: Finalizing Transactions

124

(9)

The Assumptive Close

126

(4)

Cementing and Reinforcing the Sale

130

(1)

Following Up the Sale

131

(2)

Part Three. Additional Sales Scenarios: Three Types of Customers

133

(66)

Super Sophisticated Selling: Entrepreneurs, Corporate Executives, Purchasing Managers

135

(64)

Selling to Entrepreneurs

Forming a Special Instant Bond in Your First Interaction

138

(4)

How to Make Your Product or Service the Right Answer---No Matter What You Sell

142

(4)

How to Make Your Organization the Ideal Provider

146

(3)

Move Benefits to a Higher Level

149

(3)

Make Your Price, Rate, or Fee a True Bargain

152

(2)

Letters and Advertising

154

(2)

Words That Don't Work

156

(2)

Selling to Corporate Executives (Non-CEO)

Forming a Special Instant Bond in Your First Interaction

158

(4)

How to Make Your Product or Service the Right Answer---No Matter What You Sell

162

(2)

Making Your Price, Rate, or Fee a True Bargain

164

(4)

Move Benefits to a Higher Level

168

(2)

How to Make Your Price, Rate, or Fee a True Bargain

170

(2)

Letters and Advertising

172

(2)

Words That Don't Work

174

(2)

Selling to Purchasing Managers

How to Form a Special Instant Bond in Your First Interaction

176

(4)

How to Make Your Product or Service the Right Answer---No Matter What You Sell

180

(5)

How to Make Your Organization the Ideal Provider

185

(5)

How to Move Benefits to a Higher Level

190

(3)

How to Make Your Price, Rate, or Fee a True Bargain

193

(2)

Letters and Advertising

195

(2)

Words That Don't Work

197

(2)

Appendix: 101 Universal Sales Truths

199

Amazon no longer offers textbook rentals. We do!

Perfect Phrases for the Sales Call

Perfect Phrases for the Sales Call

9780071462013

0071462015

Summary

Author Biography

Table of Contents

Supplemental Materials

Write a Review

Amazon no longer offers textbook rentals. We do!

Perfect Phrases for the Sales Call

Perfect Phrases for the Sales Call

9780071462013

0071462015

Summary

Author Biography

Table of Contents

Supplemental Materials

Write a Review

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