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BL
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| Record Number
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948778
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b703148
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| Main Entry
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Zeller, Dirk.
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| Title & Author
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Telephone sales for dummies /\ by Dirk Zeller.
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| Publication Statement
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Hoboken, NJ :: Wiley,, ©2008.
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| Series Statement
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--For dummies
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| Page. NO
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1 online resource (xvi, 272 pages) :: illustrations
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| ISBN
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0470276223
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: 9780470276228
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0470168366
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9780470168363
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9780470276228
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| Contents
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Telephone Sales For Dummies; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Introduction; About This Book; Conventions Used in This Book; What You're Not to Read; Foolish Assumptions; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Picking Up on Telephone Sales; Chapter 1: Calling All Sales Professionals!; Plugging In to Telephone Sales; Gearing Up for Winning Calls; Making the Call; Closing the Deal; Keeping Motivated; Chapter 2: Thriving as a Telephone-Sales Pro.
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Chapter 5: Prospecting Your Way to SuccessUnderstanding What Prospecting Is -- and Isn't; Prospecting: The Cornerstone of Your Business; Connecting the Dots between Numbers and Income; Success without Prospecting? Shattering the Myth; Chapter 6: Conquering Sales Call Aversion; Recognizing Sales Call Aversion; Good Medicine: Treating Call Aversion; Chapter 7: Investing Your Time Wisely; Acquainting Yourself with the 80/20 Rule; Separating High-Return Activities from Other Tasks; Time Blocking: A Way of Life for Winning Salespeople; Putting the "Now" before the " Later" with Daily To-Do Lists.
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Making Each Day a Time-Management "10"Part III: You Make the Call!; Chapter 8: Getting Past the Gatekeeper; Meeting the Three Gatekeepers; Enlisting the Gatekeeper as Your Ally; Avoiding Sidetrack Sabotage; Another Gatekeeper: Using Voice Mail to Your Advantage; Chapter 9: Opening Your Sales Call with Ease; Living with the Seven-Second Rule; Scripting an Opening Statement; Delivering a Knock-Down-the-Door Opener; Dodging Kiss-of-Death Openings; Building Your Elevator Speech; Chapter 10: Getting Out of the Answers and Into the Questions; Understanding the Importance of Asking Questions.
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Qualifying through QuestionsChecking Your Prospect's DNA2; Past the Qualifying Round: Asking More Questions; How to Get Better Results: Five Strategies; Avoiding Question Quicksand; Chapter 11: Mastering the Art of Listening and Silence; Honing Your Listening Skills; Prompting More Dialogue through Silence; Chapter 12: Executing Powerful Presentations; The Fundamentals of a Dynamite Presentation; Making Your Presentation; Locking in a Successful Delivery; Part IV: Going for the Close; Chapter 13: Overcoming Objections; Recognizing a Sales Objection for What It Really Is.
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Understanding What You Need to Succeed in Phone SalesAchieving Your Goals with the Four Probabilities of Success; Charting the Four Pathways to Increased Sales; Chapter 3: Brave New World: The Laws of Telesales Land; Coming to Grips with the Rules; Adhering to the Registry's Rules; Facing the Future of Telephone Sales in Three Easy Steps; Part II: Laying the Groundwork for Telephone-Sales Success; Chapter 4: Doing Your Homework for A-Plus Calls; Focusing on Your Objectives: What Do You Want to Achieve?; Studying Your Prospects; Posing as a Customer; Delivering a Straight-A Script.
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| Abstract
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Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans.
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| Subject
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Sales personnel-- Training of.
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Telemarketing.
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Telephone selling.
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BUSINESS ECONOMICS-- E-Commerce-- Internet Marketing.
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BUSINESS ECONOMICS-- Mail Order.
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BUSINESS ECONOMICS-- Marketing-- Direct.
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BUSINESS ECONOMICS-- Marketing-- Multilevel.
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BUSINESS ECONOMICS-- Marketing-- Telemarketing.
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Sales personnel-- Training of.
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Telemarketing.
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| Subject
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Telephone selling.
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| Dewey Classification
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658.872
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| LC Classification
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HF5438.3.Z45 2008eb
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