Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales

by Alex Goldfayn

Overview

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.

Product Details

ISBN-13:	9781119814658
Publisher:	Wiley
Publication date:	09/16/2021
Sold by:	JOHN WILEY & SONS
Format:	eBook
Pages:	336
Sales rank:	645,337
File size:	1 MB

About the Author

ALEX GOLDFAYN is a sought-after keynote and workshop speaker on sales growth and the principal of The Revenue Growth Consultancy, which grows the annual sales of client companies by an average of 20%. He is the Wall Street Journal bestselling author of 5-Minute Selling and Selling Boldly, as well as The Revenue Growth Habit and Evangelist Marketing.

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