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Telesales Tips From The Trenches: Secrets of a Street-Smart Salesman (Paperback)
by Joe Catal
| Category:
Telephone sales, Telemarketing, Cold calling skills, Selling skills |
| Market price: ¥ 298.00
MSL price:
¥ 258.00
[ Shop incentives ]
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
Frank, honest and incredibly practical, this wicked little book offers the time tested telesales tips to ensure your sales success. |
| If you want us to help you with the right titles you're looking for, or to make reading recommendations based on your needs, please contact our consultants. |
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Author: Joe Catal
Publisher: Business By Phone
Pub. in: January, 2002
ISBN: 188108115X
Pages: 217
Measurements: 8.9 x 6 x 0.6 inches
Origin of product: USA
Order code: BA01310
Other information: ISBN-13: 978-1881081159
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- MSL Picks -
Joe Catal has done a great job at debunking some of the myths entailing telemarketing. In his book, aptly named, "Telesales Tips From The Trenches: Secrets Of a Street-Smart Salesman." he provides a no holds barred approach to picking up that infamous phone!
Here's a little secret you may not know. Telemarketing doesn't suck; it's the pending feeling of rejection that sucks! As a new insurance agent you should expect to be rejected a minimum of 100 times a week, and that's if you're doing real well.
I'm a naturally motivated type of guy. You tell me something negative and I'm immediately thinking how I can turn it into a positive. Joe takes a similar approach to how he handles himself on the phone by:
"Averaging 100+ calls per day since 1985 and hearing over 350,000 No's."
Throughout the book Joe provides real life stories and examples about how to write an effective opening; answer objections without sounding superfluous or ignorant; techniques to find hot leads and steal accounts, while laying a strong foundation by asking the right question and ASKING for the order when the time is right.
His thoughts about time management and techniques to increase the effectiveness of listening were entertaining and insightful.
"The customer should be talking 75% of the time... NEVER interrupt a person while they're talking."
Raise your hand if you've ever interrupted another person when they were in the middle of talking. Did you feel that awkward moment where you both wait about 2 seconds and speak at the same time? Next time, keep the mouth shut and if you do happen to interrupt, count to 5 in your head.
The material in his book does come off very strong, but I've noticed an increased level of confidence and control after implementing some of this strategies.
In conclusion, some of the material is not worth reading if you cannot control the pricing of your products, nor negotiate said product. However, I do give this book 5 stars and highly recommend you pick up a copy, grab a highlighter and implement some of the material IMMEDIATELY!
(From quoting John McCollough, USA)
Target readers:
All salespeople, customer service representatives, call center salespeople and sales trainers.
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Joe Catal is a salesperson just like you. He has averaged 100+ calls per day since 1985. He has heard over 350,000 "no's" by phone-while consistently being among the top salespeople everywhere he's worked. He has sold insurance, computer-software, websites, furniture, warranties, pet insurance, long distance services, radio advertising, and financial services. He has tested these tips "in the trenches" and they'll help you dramatically increase your own sales and appointments.
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From Publisher
This 217-page book is for anyone who ever has to call a total stranger who has never heard of you or your company, and you're trying to ask him for money, an appointment, or get an information package in his hands on the initial call.
It's for the person whose paycheck is dependent upon producing sales. It gives hundreds of ideas and concepts showing you how to sell in a systematic and intelligent manner, learned from years of selling in the trenches. What you read today, you use today. No filler, just time-tested technique after technique.
See three actual chapters from the book on voice mail, screeners, and opening statements.
If your competition reads this book and you don't, you or your sales force won't stand a chance. This is a must read for anyone who wants to know what the top sales reps are doing by phone.
Here Are Just a Few of the Hundreds of Tips
- How to write an effective opening
- Answers for any type of objection
- Callback scripts that close the sale
- Leaving voice mails that get results
- How to find hot leads
- Selling on the inbound call
- How to get quality referrals
- Sure-fire closing techniques
- How to steal accounts
- How to get past screeners
- Great questions to ask
- How to prospect painlessly
- Selling large accounts
- Why you should raise your prices 25%
And much more!
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Maureen Pelton (MSL quote), USA
<2008-04-10 00:00>
Very impressive, I found all the reasons why every woman who is in sales should read this book. I feel like this book has given me the key to open the door of sucess. Any one will get back their price of book 10 times for all the information you learn just from reading. There is a dream all sales people have that is to be the best. This book will get you there. Read it, make your dream come true. I am. |
A reader (MSL quote), USA
<2008-04-10 00:00>
This book has real information anyone can use. Don't let the title make you think the tips in this book are only good for telemarketing sales. There are tips in this book that can be used in any sales situation.
This book is an easy read and the format allows you to home in on the areas you are especially interested in. But I urge you to read it all, or you might miss the very tip that can make a significant difference in your sales results.
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Lynn Dow (MSL quote), USA
<2008-04-10 00:00>
This is the best telemarketing book I have ever seen!! Any body who has anything to do with sales needs to read this book. It really does have tactics that really work. Upper management also needs this book, it will give management the best training techniques for it's employees. I give this book a five star rating because it has really earned it! |
Bob Daniels (MSL quote), USA
<2008-04-10 00:00>
This book is a brutal reality of what it's like to be a top rep on the phone. I can see why only 20% of the phone reps make all the money. There's so much cutesy nice crap out there that just doesn't work. Being in sales means being money hungry and agressive. This is definetly the best book I've read on phone sales. Joes main concept is simple. Ask good questions, and get them to reach into their pocket and give you the money!
This book isn't for the squeamish. I love this guys style and techniques. You're either a top producer or your not. If I had only one book to read on phone sales, I'd want this one. Get it, you won't be disappointed. |
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