Telemarketing Books

Cold Calling Techniques: That Really Work (Cold Calling Techniques)

Stephan Schiffman

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Subjects -> Business & Investing -> Marketing & Sales -> Sales & Selling -> General

Customer Reviews:
Total reviews: 59 Average rating: 4.0 of 5

Execellent book for newbies 4 out of 5 stars.
0 of 0 people found this review helpful.

I think this book is excellent for people new to sales, like myself. I have learned alot and applied the things I learned directly from this book. If you follow it, it works! My only issue with this book is that it does not go indepthly enough about getting around gate-keepers and getting in touch with the person I really need to speak with; however it is very good in adressing how to get an appointment once I am in touch with the right person.

Editorial Review:

Hundreds of thousands of salespeople have already taken their careers to new levels by following the advice of Stephan Schiffman, America's Number one Corporate Sales Trainer.This special anniversary edition of his perennial bestseller, "Cold Calling Techniques (That Really Work!)" provides salespeople with all the right tools for turning prospects into meetings with decision makers, and then into big sales and commissions. New to this edition are many up-to-the-minute strategies for dealing with technologies such as voicemail systems, caller ID, cell phones, and e-mail. "Cold Calling Techniques (That Really Work!)" is the trusted, easy-to-follow guide every salesperson needs to make a winning pitch and to close the deal.

Selling to Anyone Over the Phone

Renee P. Walkup, Sandra McKee

Amazon Price: $10.17 List Price: $14.95 Usually ships in 24 hours By: AMACOM Amazon Marketplace: 50 new & used starting at $1.90

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Customer Reviews:
Total reviews: 24 Average rating: 4.5 of 5

Forget 5 Stars: These Ladies are ROCK STARS... 5 out of 5 stars.
6 of 6 people found this review helpful.

... when it comes to selling over the telephone!! Renee Walkup & Sandra McKee have created a superb guide to selling over the telephone. This isn't your standard "smile when you talk" stuff. These two "get it" that selling over the phone is a totally different beast than selling in person, and that's what makes this book stand out from the many like it.

Another thing that makes this book stand out from a lot of books on the same subject is that it covers the entire sales cycle, not just prospecting. It covers it from a phone perspective. You CAN'T see your customers when you are talking to them (or more importantly, listening to them) over the telephone, so the book gives you a game plan to size up the attitudes of the different people you come into contact with.

The book also gives you an action framework that covers the entire sales cycle, pointing out all along the way the nuances and challenges inherent in telephone selling. All I can say, having completely read the book and having put many of its principles into practice, is that it would be a bargain at ten times the price. Check out their web site (SALESPEAK) as well. There's useful content along the same lines there.

Editorial Review:

A script may be a useful tool, but truly powerful phone selling only happens when the approach is tailored to each individual customer. "Selling to Anyone Over the Phone" shows how to do it much better. This must-read resource for sales professionals will help them develop the exceptional phone skills they need to close more sales, more often! This book is crucial reading for anyone who does any selling on the phone - from field reps who sell on the phone occasionally, to full-time telesales reps. Full of practical, time-efficient techniques for connecting with each customer generating leads that translate into real customers and closing more sales faster.

Call Center Management on Fast Forward: Succeeding in Today's Dynamic Customer Contact Environment (Updated and Expanded Edition)

Brad Cleveland

Amazon Price: $26.37 List Price: $39.95 Usually ships in 24 hours By: ICMI Press Amazon Marketplace: 13 new & used starting at $24.00

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Customer Reviews:
Total reviews: 2 Average rating: 5.0 of 5

great for newbies as well as those with experience in the industry 5 out of 5 stars.
4 of 4 people found this review helpful.

I have been in the call center industry for some time and I find that you can't know it all, especially if you are in a large call center where roles are very specific. This book has help me understand the things that others do and has helped me to advance into other areas. The book is well laid out and explains everything fairly well, but not perfect. The book also gets right to the point of data is important to gather and how to best illustrate that data in a spreadsheet or chart. It has really helped me to better organize my KPI's and focus on just a few important pieces of data instead of having to sift through piles of numbers. This book has also helped me to become better at workforce management strategies and forecasting. Two areas I had little familiarity with. This book will certainly bring you up to speed quickly. Even after reading and applying everything in the book, I continue to reference it all the time.

Editorial Review:

The industry s No. 1 selling book on call center management! Now updated and expanded, "Call Center Management on Fast Forward"; is the most comprehensive source available on running a call center. It covers every aspect of call center management - service level, forecasting, scheduling, resource calculations, metrics, quality, budgeting, reporting, strategy and key enabling technologies - in a format that is well-organized and easy to understand. The updated and expanded edition contains important new information, including: Trends in customer expectations; Best practices in performance reports and objectives; How to create an effective customer access strategy appropriate for today's environment; How to manage multichannel contacts with quality; New technologies and how they re changing customer contact services; Improving the call center s strategic impact and ROI; New case studies and examples from Wells Fargo, Starbucks, Aetna and many others.

Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales

Stephan Schiffman

Amazon Price: $8.76 List Price: $10.95 Usually ships in 24 hours By: Adams Media Amazon Marketplace: 55 new & used starting at $0.24

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Customer Reviews:
Total reviews: 11 Average rating: 4.5 of 5

Editorial Review:

If you’ve got ten minutes a day, you can make a telesales breakthrough!

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman’s Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.

Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance. He knows exactly what works and doesn’t, and in this completely revised second edition, he shares with you all of his insider’s secrets, including how to:

·Master the five ways you can increase your income

·Track your numbers . . . and use them to your advantage

·Evaluate your performance effectively . . . so you hit your own goals

·Gain control of the call

·Leave effective phone messages

·Use "how" and "why" questions to your advantage

·Learn what’s going on in the prospect’s world

·Understand the four types of negative responses . . . and find out how to get past each one

·Turn small adjustments in your performance into large income gains

By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can’t afford not to have these tools in your sales arsenal!

Telesales Tips From The Trenches: Secrets of a Street-Smart Salesman

Joe Catal

Amazon Price: $29.00 List Price: $29.00 Usually ships in 24 hours By: Business By Phone Amazon Marketplace: 5 new & used starting at $24.98

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Customer Reviews:
Total reviews: 91 Average rating: 5.0 of 5

Editorial Review:

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!

Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy

George Walther

Amazon Price: $9.95 List Price: $9.95 Usually ships in 24 hours By: Kaplan Business Amazon Marketplace: 44 new & used starting at $3.79

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Customer Reviews:
Total reviews: 16 Average rating: 4.5 of 5

Editorial Review:

Learn the New Way to Cold Call—Effectively, Ethically … and Legally Salespeople hate making cold calls. Now, you don’t have to. As a sales professional, you need to find and approach a steady stream of qualified prospects. But the legal landscape and new technologies, along with the explosion of competing solicitations, have numbed the decision makers you’ve been targeting, making old-fashioned cold calling ineffective, frustrating and, as result of the National Do-Not-Call Registry, often illegal. With Heat Up Your Cold Calls, you’ll discover author George Walther’s new model for pursuing prospects and making contact by phone. Walther will teach you how to convert obstacles like voice mail, overzealous assistants, and skeptical prospects into powerful allies that help you ""warm up"" prospects and achieve better sales results.

The book reveals the important steps to take before making calls, including strategies to:

• ""Warm up"" a prospect with automated non-spam e-mail

• Use voice mail to establish a compellingly positive first impression

• Develop a messaging strategy that builds your credibility

• Demonstrate your pre-existing relationship, even when neither of you thinks you have one

• Use the Internet to sleuth and “preheat” your prospects

Heat Up Your Cold Calls will change the way you seek new sales prospects. These successful strategies will get people to listen, respond and, ultimately, buy.

Cold Calling for Women: Opening Doors & Closing Sales

Wendy Weiss

Amazon Price: $10.85 List Price: $15.95 Usually ships in 24 hours By: DFD Publications Amazon Marketplace: 57 new & used starting at $3.18

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Customer Reviews:
Total reviews: 11 Average rating: 4.5 of 5

She's Got the Process Down Cold! 5 out of 5 stars.
9 of 9 people found this review helpful.

Cold Calling for Women is one of the most helpful books I've ever read. It starts well before the tactics of picking up the phone to include the important strategies of identifying your market, targeting the right prospects, and positioning your product or service for maximum appeal.

That said, it is also extremely specific in terms of tips and techniques for handling each stage of the cold calling process - something I was formerly terrified of. By the time I finished this book, I thought "Hey - I can do this!" Let me tell you - that's saying a lot!

The book is also wonderfully readable and blessedly concise. Wendy Weiss' energetic writing style makes it a fast read, and the exercises she includes motivate you to take action NOW. I read it cover to cover in one sitting - including all the exercises and note-taking - and by the time I was done, I was ready to pick up the phone and get started!

Editorial Review:

This book helps readers to eliminate telephone terror and turn cold call to cash! Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specialising in cold calling and appointment setting.

Telephone Sales For Dummies (For Dummies (Career/Education))

Dirk Zeller

Amazon Price: $14.99 List Price: $19.99 Usually ships in 24 hours By: For Dummies Amazon Marketplace: 53 new & used starting at $9.19

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Customer Reviews:
Total reviews: 13 Average rating: 4.5 of 5

Telephone Sales for Dummies 5 out of 5 stars.
1 of 1 people found this review helpful.

This book is great for the salesperson who might be having trouble picking up the phone. I purchased this book after speaking to Dirk at the NAR conference in November, and so glad I did. The book is filled with tips, scripts and anecdote's to help you move through the fear of picking up the phone. (Nobody likes rejection, right?) Thanks Dirk for another great book.

Editorial Review:

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 and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.

How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 (How to Sell More, in Less Time, with No Rejection)

Art Sobczak

Amazon Price: $29.50 List Price: $29.50 Usually ships in 2 to 5 weeks By: Business by Phone Amazon Marketplace: 11 new & used starting at $15.00

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Customer Reviews:
Total reviews: 4 Average rating: 5.0 of 5

Editorial Review:

If your income and career relies on getting prospects and customers to agree with you by telephone, this book will help you do better, faster, and without that self-defeating rejection that causes so many salespeople to avoid the phone From generating leads, all the way to closing sales and managing accounts by phone, this 220-page paperback is jammed with proven word-for-word ideas you can use right now to close more sales! Art Sobczak, veteran salesperson, editor of the international TELEPHONE SELLING REPORT sales tips newsletter, and trainer of thousands of professional sales reps shares time-tested, word-for-word ideas you can use right now to take the pain out using the phone in cold calling, qualifying, managing accounts, negotiating, and selling. Guaranteed. What you wont get is the old-school, hard-sell mumbo-jumbo based on memorized techniques and trickery that no one actually likes to use, and creates resistance anyway. You will get conversational, easy to adapt ideas that are based on common sense psychological principles that always have the customers best interest in mind. After all, the only way to sell professionally is to help people buynot back them into a corner like a caged lion ready to lash back. Here's just a small sample of the hundreds of ideas you'll get in this book: how to avoid asking dumb questions that cause resistance, and how to ask pain-reminding ones that help them think about needing and wanting your product/service instead, tons of word-for-word examples of how you can grab the interest of prospects and customers within the first 15 seconds, drawing them into the conversation, and how to avoid putting them on the defensive, exactly what to say to screenersand on voice mailso you can get to your buyer more quickly, and get valuable information which will help you sell to them, over 25 specific examples of how to question objections to help vaporize them; better yet, specific ways to avoid creating objections!

what to do and say at the end of a call so youve got something more intelligentand action-inducingto say than So, what do ya think? on the follow-up. You'll get 40 meaty chapters, sectioned into topics such as Planning Your Call, Getting to Decision Makers, Interest Creating Opening Statements, Selling With Questions, Closing for Commitment, Addressing Objections, Prospecting, Self Motivation, Teletips, and more. Order today, and increase sales!

How to Become a GREAT Call Center Manager

Dan Coen

Amazon Price: $9.95 List Price: $9.95 In stock soon. Order now to get in line. First come, first served. By: DCD Publishing Amazon Marketplace: 3 new & used starting at $9.89

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Customer Reviews:
Total reviews: 3 Average rating: 3.5 of 5

This is GREAT! 5 out of 5 stars.
14 of 19 people found this review helpful.

We ordered GREAT Call Center Manager after ordering Dan's other book Building Call Center Culture. How to become a GREAT Call Center Manager is wonderful. Very thought provoking question and answer sections about call center management. Worksheets that drill down to the call center manager and supervisor role. And 45 neat quick tips. I like it because it is all about the people, the managers and team leaders and supervisors and how to manage the call center well. Good job!

Editorial Review:

The ideal book written directly for call center management.

A must-read for supervisors, team leaders, managers, trainers and executives.

Are you ready to manage your call center? The premise of this book is clear. When management understands the human initiative, and creates a roadmap that stresses performance through people, organizations and customers win.

How to Become a GREAT Call Center Manager teaches managers to become GREAT at call center supervision, training, coaching and leadership. Includes strategies, worksheets and custom designed outlines for all levels of call center management.

After every section there is a question to probe readers about their thoughts on call center management. And, throughout the book are worksheets to guide call center management and their development. Plus, the book contains 45 "quick strategies" for call center managers.

Become the best call center manager!