By Erica Christoffer
QUICK SKIM
The telephone continues to be an integral part of a sales professional’s business. It is often the first point of contact with clients—so you need to know how to make a good impression. Can you get your point across and grab a person’s attention in seven seconds? Author Dirk Zeller outlines a strategic system in his book Telephone Sales for Dummies (For Dummies, 2007) on how to enhance your sales phone skills. He covers everything from rehearsing dialogue and conducting pre-call research, to preparing for objections and overcoming sales call aversion. BUY THIS BOOK
FROM THE BOOK: 5 WAYS TO IMPROVE YOUR TELEPHONE PRESENCE
Here are just a few of Zeller’s tips on bettering your phone presence.
1. Start asking questions. Well though-out questions are one of the best ways to achieve a successful sale. Questions produce greater understanding between you and your client. Find out your clients needs, expectations and reservations. It will help you come to solutions and customize your sales presentation to each of your clients. Even if you don’t land the sale, you’ll learn where to make improvements by asking questions.
2. Practice, practice, practice. Know what you’re going to say before you make that phone call and rehearse it. Have an opening script prepared and in front of you. The window of opportunity to get your message across while prospecting is small. Don’t open with the traditional, “How are you today?” Be genuine, says Zeller. Get to the point of why you’re calling and give them a reason to stay on the phone with you. Continue reading »
Here are the top selling books in sales and marketing from Amazon.com:
1. The Tipping Point: How Little Things Can Make a Big Difference, By Malcolm Gladwell
2. Jeffrey Gitomer’s Little Teal Book of Trust: How to Earn It, Grow It, and Keep It to Become a Trusted Advisor in Sales, Business and Life, By Jeffrey Gitomer
3. Predictably Irrational: The Hidden Forces That Shape Our Decisions, By Dan Ariely
4. Influence: The Psychology of Persuasion, By Robert B. Cialdini
5. The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly, By David Meerman Scott
6. Principles of Marketing (12th Edition), By Philip Kotler and Gary Armstrong
7. Marketing Management (13th Edition), By Philip Kotler and Kevin Keller
8. Nudge: Improving Decisions About Health, Wealth, and Happiness, By Richard H. Thaler and Cass R. Sunstein
9. MKTG 2.0, 2008 – 2009 Student Edition, By Charles W. Lamb, Joseph F. Hair and Carl McDaniel
10. Yes!: 50 Scientifically Proven Ways to Be Persuasive, By Noah J. Goldstein, Steve J. Martin and Robert B. Cialdini
By Erica Christoffer
Jennifer Allan
The Weekly Book Scan talked to author Jennifer Allan about her new book, Sell With Soul, which was featured last week on the blog (read a mini review).
What does “selling with soul” mean?
ALLAN: What “sell with soul” means to me is two things. First, be yourself and trust your gut and your intuition. Create a real estate career around who you are as opposed to what someone else tells you who you need to be. The other thing “sell with soul” means to me is somewhat along the lines of the golden rule —that you’re competent at what you do and if someone hires you, you do a great job for them.
What led to you write this book?
ALLAN: Back in 2003, a girlfriend of mine just started working at a real estate company and she called me in tears. She said: “I don’t know what I’m doing. These people are teaching me to prospect, they’re teaching me to cold call, but I don’t know what to do with this business when it comes in.” And then she said, “You know, Jennifer, you should write a book about how to actually be a good real estate agent.”
I thought it sounded fun so I just sat down and started writing. I never intended it to be part of my career. I was selling real estate and making a whole bunch of money doing it. But my goal was to write a book teaching real estate agents how to be competent real estate agents, as opposed to competent prospectors. Continue reading »
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