Power Phone Scripts Book

Power Phone Scripts


  • Author : Mike Brooks
  • Publisher : John Wiley & Sons
  • Release Date : 2017-06-26
  • Genre: Business & Economics
  • Pages : 304
  • ISBN 10 : 9781119418078

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Power Phone Scripts Book Description :

Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals

The Ultimate Book of Phone Scripts Book

The Ultimate Book of Phone Scripts


  • Author : Mike Brooks
  • Publisher : Sales Gravy Press
  • Release Date : 2010-11
  • Genre: Business & Economics
  • Pages : 238
  • ISBN 10 : 1935602055

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The Ultimate Book of Phone Scripts Book Description :

"[W]ith over 200 word for word, proven and up to date scripts, ... [this book] will instantly make you more effective as you learn to breeze past gatekeepers, easily connect with decision makers and qualify and close more business over the phone"--P. [4] of cover.

Smart Calling Book

Smart Calling


  • Author : Art Sobczak
  • Publisher : John Wiley & Sons
  • Release Date : 2013-03-25
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9781118637517

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Smart Calling Book Description :

Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitableways to initiate a new sales contact and build business; it's alsoone of the most dreaded—for the salesperson and therecipient. Smart Calling has the solution: Art Sobczak'sproven, never-experience-rejection-again system. Now in an updated2nd Edition, it offers even smarter tips andtechniques for prospecting new business while minimizing fear andrejection. While other books on cold calling dispense long-perpetuatedmyths such "prospecting is a numbers game," and salespeople need to"love rejection," this book will empower readers to take action,call prospects, and get a yes every time. Updated information reflects changes and advances in theinformation gathering that comprises the "smart" part of thecalling Further enhances the value and credibility of the book byincluding more actual examples and success stories from readers andusers of the first version Author Art Sobczak's monthly Prospecting and Selling Reportnewsletter (the longest-running publication of its type) reaches15,000 readers, and Smart Calling continues to rank in theTop 20 in the Sales books category on amazon.com and has sold over20,000 copies Conquer your fears and master the art of the cold callingthrough the genius of Smart Calling, 2nd Edition.

Fanatical Prospecting Book
Score: 5
From 1 Ratings

Fanatical Prospecting


  • Author : Jeb Blount
  • Publisher : John Wiley & Sons
  • Release Date : 2015-09-29
  • Genre: Business & Economics
  • Pages : 304
  • ISBN 10 : 9781119144762

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Fanatical Prospecting Book Description :

Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast

The Complete Idiot s Guide to Cold Calling Book

The Complete Idiot s Guide to Cold Calling


  • Author : Keith Rosen
  • Publisher : Penguin
  • Release Date : 2004
  • Genre: Business & Economics
  • Pages : 313
  • ISBN 10 : 1592572278

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The Complete Idiot s Guide to Cold Calling Book Description :

A perfect source for business people offers advice on how to approach prospective customers with confidence, without fear of rejection, and with enough savvy to keep them on the phone long enough to initiate business deals and increase profits for their companies--and themselves. Original.

Way of the Wolf Book
Score: 5
From 2 Ratings

Way of the Wolf


  • Author : Jordan Belfort
  • Publisher : Simon and Schuster
  • Release Date : 2017-09-26
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9781501164293

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Way of the Wolf Book Description :

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Take the Cold Out of Cold Calling Book
Score: 4.5
From 2 Ratings

Take the Cold Out of Cold Calling


  • Author : Sam Richter
  • Publisher : SBR Worldwide, LLC
  • Release Date : 2008
  • Genre: Business & Economics
  • Pages : 290
  • ISBN 10 : 9781592982097

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Take the Cold Out of Cold Calling Book Description :

"Includes Online Resource Center"--Cover.

Selling to Anyone Over the Phone Book

Selling to Anyone Over the Phone


  • Author : Renee Walkup
  • Publisher : AMACOM
  • Release Date : 2010-09-01
  • Genre: Business & Economics
  • Pages : 224
  • ISBN 10 : 9780814414842

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Selling to Anyone Over the Phone Book Description :

It's a fact: more and more organizations are scaling back on their in-the-field sales operations. Today's sales pros have to build relationships and close deals over the phone in less time than ever before. This fully updated second edition of Selling to Anyone Over the Phone is the salesperson's ready-reference guide for generating the kind of product excitement that will ensure callbacks, partnering with gatekeepers and decision makers using personality-matching techniques, and generally boosting success rates. Including new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries, this revised edition features trust-building tips, an invaluable appendix on handling customer complaints, new sample call dialogs, and all the specific, tactical techniques readers need to develop truly exceptional phone skills that will win over even the most reluctant customers.

Smart Calling Book

Smart Calling


  • Author : Art Sobczak
  • Publisher : John Wiley & Sons
  • Release Date : 2010-03-04
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 0470619813

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Smart Calling Book Description :

Flip the Script Book

Flip the Script


  • Author : Oren Klaff
  • Publisher : Penguin
  • Release Date : 2019-08-13
  • Genre: Business & Economics
  • Pages : 256
  • ISBN 10 : 9780525533955

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Flip the Script Book Description :

THE BESTSELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION. Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready? If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you. That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation. And as you'll see in this book, Oren has been in a lot of different situations. He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product. These days, it's not enough to make a great pitch. To get attention, create trust, and close the deal, you need to flip the script.

7 Steps to Sales Scripts for B2B Appointment Setting Book

7 Steps to Sales Scripts for B2B Appointment Setting


  • Author : Scott Channell
  • Publisher : Newmark Press
  • Release Date : 2013-04
  • Genre: Business & Economics
  • Pages : 158
  • ISBN 10 : 0976524198

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7 Steps to Sales Scripts for B2B Appointment Setting Book Description :

Based on the author's personal success, this book gives advice on how to create sales scripts that will lead to face-to-face meetings and sales closings.

Objections Book

Objections


  • Author : Jeb Blount
  • Publisher : John Wiley & Sons
  • Release Date : 2018-06-13
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 9781119477389

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Objections Book Description :

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO an

Sales EQ Book

Sales EQ


  • Author : Jeb Blount
  • Publisher : John Wiley & Sons
  • Release Date : 2017-03-20
  • Genre: Business & Economics
  • Pages : 320
  • ISBN 10 : 9781119312574

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Sales EQ Book Description :

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for pro

The Million Dollar Financial Advisor Book
Score: 5
From 1 Ratings

The Million Dollar Financial Advisor


  • Author : David J. Mullen, Jr.
  • Publisher : AMACOM
  • Release Date : 2009-11-02
  • Genre: Business & Economics
  • Pages : 288
  • ISBN 10 : 9780814414736

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The Million Dollar Financial Advisor Book Description :

The best financial advisors are well equipped to succeed regardless of market conditions. Based on interviews with fifteen top advisors, each doing several million dollars worth of business every year, The Million-Dollar Financial Advisor distills their universal success principles into thirteen distinct lessons. Each is explained step-by step for immediate application by veteran and new financial professionals alike. The lessons cover: * Building and focusing on client relationships * Having a top advisor mindset * Developing a long-term approach * Specialization * Marketing * And much more The book also features two complete case studies. First there is the "best of the best" advisor whose incredible success showcases the power of all the book's principles working together in concert. The second is an account of a remarkable and inspiring career turn around and demonstrates that it's never too late to reinvent oneself. Brimming with practical advice from the author and expert insights from his interview subjects, The Million-Dollar Financial Advisor is a priceless success tool for any and all financial advisors.

The Psychology of Selling Book
Score: 4
From 4 Ratings

The Psychology of Selling


  • Author : Brian Tracy
  • Publisher : Thomas Nelson Inc
  • Release Date : 2006-06
  • Genre: Business & Economics
  • Pages : 220
  • ISBN 10 : 9780785288060

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The Psychology of Selling Book Description :

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

The Lost Art of Closing Book

The Lost Art of Closing


  • Author : Anthony Iannarino
  • Publisher : Penguin
  • Release Date : 2017-08-08
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 9780735211704

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The Lost Art of Closing Book Description :

If you want to succeed in sales, you need to know how to close. Anthony Iannarino, star sales blogger, consultant, speaker, and author of the national bestseller The Only Sales Guide You'll Ever Need, lays out the new rules of closing. Closing the deal is the most crucial step in the sales process. Yet most salespeople are following outdated, incorrect, and harmful advice telling them to aggressively and forcefully go for the hard sell--or else to sell so softly that they are afraid to ask for any commitments at all! They've heard "Always Be Closing" and "Never Be Closing." But neither of those mantras are true in the complex sales landscape we have today. Closing now is all about building trust with your clients and moving them down the path of 10 commitments....all the way to the dotted line. Iannarino argues that in a world with many competitors vying for the same clients and with clients who can do their own research, closing a sale is really about gaining commitments and doing all you can to build a relationship with your prospective client. In his rebuttal to conventional and disappointing "sales wisdom", Iannarino will teach readers to: · Develop deep relationships with clients by implementing closing strategies that build trust and help prospective clients understand the value of committing to move forward in the process. · Proactively, but not aggressively, ask for commitments without guilt or embarrassment about being pushy, manipulative, or self-oriented--all things that destroy trust. In a field rife with misperceptions about how to close a deal, Iannarino's book will be necessary reading for all sales people--to help them streamline the sales process and win more deals, faster.

Fraud Analysis Techniques Using ACL Book
Score: 2.5
From 3 Ratings

Fraud Analysis Techniques Using ACL


  • Author : David Coderre
  • Publisher : John Wiley & Sons
  • Release Date : 2009-07-23
  • Genre: Business & Economics
  • Pages : 176
  • ISBN 10 : 0470508485

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Fraud Analysis Techniques Using ACL Book Description :

"When people ask me what they can do to better utilize ACL, I tellthem, 'Take an instructor lead course, participate in the ACLForum, and study (not read, study) David Coderre's Fraud AnalysisTechniques Using ACL.' I studied this book, and would not be whereI am today without it. Even without the anti-fraud material, thebook is worth the investment as a tool to learning ACL!" —Porter Broyles, President and founder of the TexasACL User Group, Keynote Speaker at ACL's 2009 San FranciscoConference, Official ACL Super User "For individuals interested in learning about fraud analysistechniques or the art of ACL scripting, this book is a must-read.For those individuals interested in learning both, this book is atreasure." —Jim Hess, Principal, Hess Group, LLC Your very own ACL Fraud Toolkit—at yourfingertips Fraud Analysis Techniques Using ACL offers auditors andinvestigators: Authoritative guidance from David Coderre, renowned expert onthe use of computer-assisted audit tools and techniques in frauddetection A website containing an educational version of ACL from theworld leader in fraud detection software An accompanying website containing a thorough Fraud Toolkitwith two sets of customizable scripts to serve your specific auditneeds Case studies and sample data files that you can use to try outthe tests Step-by-step instructions on how to run the tests A self-study course on ACL script development with exercises,data files, and suggested answers The toolkit also contains 12 'utility scripts' and a self-studycourse on ACL scripting which includes exercises, data files, andproposed answers. Filled with screen shots, flow charts, example data files, anddescriptive commentary highlighting and explaining each step, aswell as case studies offering real-world examples of how thescripts can be used to search for fraud, Fraud Analysis TechniquesUsing ACL is the only toolkit you will need to harness the power ofACL to spot fraud.

Oracle Tuning Power Scripts Book
Score: 5
From 3 Ratings

Oracle Tuning Power Scripts


  • Author : Harry Conway
  • Publisher : Rampant TechPress
  • Release Date : 2005
  • Genre: Computers
  • Pages : 467
  • ISBN 10 : 9780974448671

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Oracle Tuning Power Scripts Book Description :

Targeted at Oracle professionals who need fast and accurate working examples of complex issues, Oracle In-focus books target specific areas of Oracle technology in a concise manner. Plenty of working code is provided without a lot of theory, allowing database managers to solve their problems quickly without reviewing data that they already know. All code scripts are available for instant download from a companion web site.

The 48 Laws of Power Book
Score: 4.5
From 136 Ratings

The 48 Laws of Power


  • Author : Robert Greene
  • Publisher : Penguin
  • Release Date : 2000-09-01
  • Genre: Self-Help
  • Pages : 480
  • ISBN 10 : 1101042451

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The 48 Laws of Power Book Description :

Amoral, cunning, ruthless, and instructive, this multi-million-copy New York Times bestseller is the definitive manual for anyone interested in gaining, observing, or defending against ultimate control – from the author of The Laws of Human Nature. In the book that People magazine proclaimed “beguiling” and “fascinating,” Robert Greene and Joost Elffers have distilled three thousand years of the history of power into 48 essential laws by drawing from the philosophies of Machiavelli, Sun Tzu, and Carl Von Clausewitz and also from the lives of figures ranging from Henry Kissinger to P.T. Barnum. Some laws teach the need for prudence (“Law 1: Never Outshine the Master”), others teach the value of confidence (“Law 28: Enter Action with Boldness”), and many recommend absolute self-preservation (“Law 15: Crush Your Enemy Totally”). Every law, though, has one thing in common: an interest in total domination. In a bold and arresting two-color package, The 48 Laws of Power is ideal whether your aim is conquest, self-defense, or simply to understand the rules of the game.

The Only Sales Guide You ll Ever Need Book

The Only Sales Guide You ll Ever Need


  • Author : Anthony Iannarino
  • Publisher : Penguin
  • Release Date : 2016-10-11
  • Genre: Business & Economics
  • Pages : 240
  • ISBN 10 : 9780735211681

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The Only Sales Guide You ll Ever Need Book Description :

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven