Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert
In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone.
From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes:
- A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com
- Direction on how to use text messaging as an adjunct to phone sales
- Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales
- Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.
Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.
Table of Contents
Part One: Introduction
Ch 1: The Lost Art Of Proactive Calling In The Sales Profession
Ch 2: An Executive Summary: How To Pick Up The Phone & Sell
Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear
Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have
Ch 5: Why We Avoid The Phone
Ch 6: The Phone Compared To Other Sales Communications Pathways
Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell
Part Two: Your Mindset & Your Phone
Ch 8: It’s Impossible to Outsell Your Mindset
Ch 9: Fear Is The Enemy of Picking Up The Phone
Ch 10: Let’s Talk About Our Specific Fears Around Phone Selling
Ch 11: Believe In Your Value As Much As Your Customers Do
Ch 12: Perseverance Is A Sales Superpower
Ch 13: The First Phone Call Is The Answer!
Part Three: Cal Tactics, Mechanics and Strategies
Ch 14: How Proactive Calls Can Fit In To Your Sales Process
Ch 15: Pre & Post-Call Communications
Ch 16: What Time of Day Should You Call?
Ch 17: How Many Calls Per Day?
Ch 18: The Power of a Pomodoro Timer
Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned
Ch 20: An Effective Proactive Call Has Three Parts
Ch 21: Silence Will Make You Rich
Ch 22: Why It’s Critical To Log Your Calls
Part Four: Who Should You Call? Mostly, Call People You Know
Ch 23: You Know Hundreds of People Who Can Buy From You - Call Them!
Ch 24: Call Customers Who Can Buy More From You
Ch 25: Call Customers Who Just Received Products Or Services
Ch 26: Call Customers Who Haven’t Made Their Regular Purchase In A While
Ch 27: Call Customers Who Email You Orders & Inquiries
Ch 28: Call Customers Who Have a Quote or Proposal
Ch 29: Call Customers You Haven’t Talked To In Three Months Or More
Ch 30: Call Customers Who Used To Buy From You, But Stopped
Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company
Ch 32: Call Prospects You’ve Talked To, But They Never Bought From You
Part Five: Cold Calls: Calling People You Don’t Know…Yet
Ch 33: An Important Note On Cold Calling
Ch 34: The Benefits of Calling People You Don’t Know…Yet
Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way
Ch 36: Finding Who To Cold Call
Ch 37: Scripts for Quickly Warming Up Cold Calls
Ch 38: Let’s Focus on What We Can Control
Acknowledgements
About the Author
Index
