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Table Of Contents

INTRODUCTION: But I’ve Only Got Four Minutes! 1
Take a Work Style Inventory 238
Sharing Your Territory Plan 238
Setting Agreements 239
Creating Strategic Alliances and Partnerships 243
The Components of a Good Alliance or Partnership 243
Finding High-Potential Alliance Partners 244
Become Part of the Conversation 245
Partnering Strategies 247
INSIDE SALES IS ABOUT TIME
Less Time to Sell
Less Control Over How Your Time Is Spent
Welcome to Sales 2.0 Overload
LESS TIME LEADS TO MORE PARALYSIS
Call Activity Paralysis
E-Mail Paralysis
Value Messaging Paralysis
Lead Management Paralysis
Qualification Paralysis
Tools Paralysis
Prioritization Paralysis
Power Paralysis
Pipeline Paralysis
Planning Paralysis
BE PROACTIVE IN A REACTIVE WORLD
TWO TYPES OF MOMENTUM: PROACTIVE AND REACTIVE
Are You Reactive or Proactive?
REGAIN YOUR MOMENTUM
Recapture Prioritization: Learn to Say ‘‘No’’
Recapture Planning
Recapture Phone Control: Set Non-Negotiable Power Calling Hours
Recapture E-Mail Control: Build an E-Mail Template Library
Recapture Messaging Control: Determine a Call Objective
Recapture Tool Control
Recapture Pipeline Control
Recapture Lead Qualification Control: Moving It Through the
TELEPHONE TECHNIQUES FOR MANAGING TIME
TIME MANAGEMENT STRATEGIES
INTRODUCING IS YOUR MOMENT OF TRUTH
Cold-Calling: Dead or Alive?
Cold-Calling Works—If You Do It Right
There’s No Excuse for Not Doing Your Homework
Reevaluating Introductions for Sales 2.0
MAKING A LIVE PHONE CALL
THE MULTIPLE-TOUCH RULE
THE DYNAMIC DUO: VOICE MAIL E-MAIL
TAKE E-MAIL CONTROL
Good Subject Lines Generate Response
Good E-Mail Messages Get to the Point and Deliver What the
INTRODUCING STRATEGIES
NAVIGATING YOUR WAY TO A REAL DEAL
Navigating Basics
Navigating Essentials
Power is invisible
Power moves
Power Is Invisible
Power Moves
Power Hides
STAY OUT OF THE NO-PO ZONE!
Spotting a No-Po
Ten Red Flags for Identifying No-Po’s
NAVIGATING NO-PO’S USING THE 2x2 ORG CHART RULE
WHY WE LOVE OUR NO-PO’S
WHEN YOU’VE STUCK WITH A NO-PO TOO LONG
WHEN THE NO-PO MUST PROTECT HIS OR HER TURF
WATCH OUT FOR THE NO-PO ENTOURAGE
SAYING GOODBYE TO NO-PO’S
NAVIGATING STRATEGIES
SALES 2.0 IS ABOUT SUBSTANCE
QUALITY VERSUS QUANTITY: WHAT’S THE DIFFERENCE?
YOU CAN NO LONGER AFFORD TO WASTE A CALL
THE FOUR COMPONENTS OF QUESTIONING
1. Current environment
Current Environment
Business Need
Decision-Making Process
Decision-Making Criteria
Competition
Timeframe
Budget
Next Steps
FORMULATING QUESTIONS
STYLE: IT’S HOW YOU ASK THE QUESTION
Bad Questioning Styles
Good Questioning Styles
QUESTIONING STRATEGIES
LISTENING IS ABOUT TRUTH
LISTENING IN SALES 2.0: I CAN’T HEAR YOU NOW
Why Customers Sometimes Can’t Hear You
Why Salespeople Stop Listening
THE LISTENING MODEL HAS CHANGED
Get Out of Your Self-Selling Utopia
Listening Limitations
DIGGING FOR PAIN
LISTENING WITHOUT ASSUMPTIONS
SALES INTUITION
BECOMING COMFORTABLE WITH THE SILENT PAUSE
NOTE TAKING IS INFORMATION CAPTURE
YOU ARE ONLY AS GOOD AS YOUR NOTES
INFORMATION INTEGRATION
LISTENING STRATEGIES
LINKING CONNECTS YOU WITH C-LEVEL DECISION MAKERS
Why Sales Reps Don’t Call High
Learn the Linking Skills That Make Calling High Successful
SALES 2.0 HAS REDEFINED POWER
Authority versus Influence
Align Yourself with Influence
HOW TO SPOT THE POWER BUYERS
Using the Org Chart to Find Hidden Power
Recognizing Power Buyers over the Phone
LINKING WITH INFLUENTIAL EXECUTIVE ASSISTANTS
Talking Points
Invited In or Shut Out?
SPOTTING POWER BUYERS THROUGHOUT THE SALES CYCLE
Early in the Sales Cycle: They’re Quick and Take Action
Mid-Sales Cycle: They Refer You to Their Team
End of the Sales Cycle: They Keep Their Commitments
ACCESS GRANTED! NOW WHAT?
Live and Breathe Their World
The Org Chart: Your Power Playlist
Make Your Contribution to the Power Buyer Clear
Learn to Talk Up the Pain Chain
Reclaim Your Power Now!
LINKING STRATEGIES
TAKING PRESENTATIONS SERIOUSLY
IT’S SALES 2.0: ALL I’VE GOT IS FOUR MINUTES!
Hold That Pose
Why Your Prospects Bail
UNDERSTAND THE PROCESS
CHOOSE THE RIGHT PRESENTATION TYPE
Webinar
Technical Demo and Evaluation
Business Presentation
Proof-of-Concept/ROI Business Presentation
KNOW WHO’S DRIVING
Get to Know Your Committee Intimately
Don’t Let Technology Trip You Up
BE 100 PERCENT PRESENT WHEN PRESENTING
The Rules
THINK ABOUT YOUR CONTENT
Articulate Your Value Proposition
What’s the ROI?
What’s Your Competitive Advantage?
PRESENTING STRATEGIES
THE BRUTAL TRUTH ABOUT OBJECTIONS
RIDING THE OBJECTION TIDAL WAVE IN SALES 2.0
HOW SALESPEOPLE CREATE OBJECTIONS
Lack of Sales Skills
Poor Self-Image
Negative Self-Talk
Fear of Rejection
Falling into Motivational Traps
WHY CUSTOMERS OBJECT
Types of Objections
When Your Prospect Goes Radio Silent
THE FIVE CATEGORIES OF OBJECTIONS
Need
Relationship
Authority
Product/Service
Price
THE E-MAIL OBJECTION
HANDLING OBJECTIONS STRATEGIES
MASTER YOUR SALES SKILLS
Time Management
Introducing
Navigation
Listening
Linking
Presenting
Handling Objections
Partnering
BUILD A HEALTHY SALES FUNNEL
How the Funnel Works
Sales Funnel 101
Good Funnel Habits Add Momentum to Your Pipeline
THE SIX STAGES OF A SALES PROCESS
UNDERSTAND YOUR CUSTOMER’S BUYING AGENDA
Align Your Sales Process with the Prospect’s Buying Process
Look for the Compelling Event
Move Away from Price and Talk Value
Remember That Customers Are Not Always Driven By Price
WORK OUT YOUR SELF-CONFIDENCE MUSCLES
SALES 2.0: TECHNOLOGY ENABLES COLLABORATION
How Inside Organizations May Be Set Up to Fail
The Best Structure for Effective Field-Inside Teams
Take a Work Style Inventory
Sharing Your Territory Plan
Setting Agreements
CREATING STRATEGIC ALLIANCES AND PARTNERSHIPS
The Components of a Good Alliance or Partnership
Finding High-Potential Alliance Partners
Become Part of the Conversation
PARTNERING STRATEGIES
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Smart Selling on the Phone 2010

Smart Selling on the Phone 2010

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Published by George Marchan

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Published by: George Marchan on Aug 18, 2010
Copyright:Attribution Non-commercial

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