Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person (Guerrilla Marketing Series) [Paperback]

Mark S. A. Smith (Author), Orvel Ray Wilson (Author)

Book Description

Series: Guerrilla Marketing Series | Publication Date: August 27, 1998

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.

"This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day!" -Brian Tracy, author The Psychology of Achievement.

"Guerrilla Teleselling is FUNdamental reading for anyone or any company who does business by telephone! It covers all the basics and more. Whether you're a beginner or you've been in the business for years, if you can't find at least 12 great ideas in every chapter that will increase your performance, you're not reading! I am recommending it as a resource to all my clients." -Judy Lanier, author 50 Ways to Motivate & Inspire Your Call Center Teams Past National President, American Telemarketing Association.

"Guerrilla Teleselling is an excellent guide for anyone in sales, whether a rookie or a seasoned professional. . . . It entices the reader to break out of old ruts to become a more effective salesperson by using often surprising tactics that will keep the salesperson both challenged and successful." -Erik Lounsbury, Editor Telemarketing(r) & Call Center Solutions(TM).

Editorial Reviews

Review

''This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day!'' --Brian Tracy, author The Psychology of Achievement

''Guerrilla Teleselling is FUNdamental reading for anyone or any company who does business by telephone! . . . If you can't find at least twelve great ideas in every chapter that will increase your performance, you're not reading! --Judy Lanier, author, 50 Ways to Motivate & Inspire Your Call Center Teams

''Guerrilla Teleselling is an excellent guide for anyone in sales, whether a rookie or a seasoned professional . . . It entices the reader to break out of old ruts to become a more effective salesperson by using often surprising tactics that will keep the salesperson both challenged and successful.'' --Erik Lounsbury, Editor Telemarketing(r) & Call Center Solutions(TM) --This text refers to the Audio Cassette edition.

From the Back Cover

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.

"This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day!" -Brian Tracy, author The Psychology of Achievement.

"Guerrilla Teleselling is FUNdamental reading for anyone or any company who does business by telephone! It covers all the basics and more. Whether you're a beginner or you've been in the business for years, if you can't find at least 12 great ideas in every chapter that will increase your performance, you're not reading! I am recommending it as a resource to all my clients." -Judy Lanier, author 50 Ways to Motivate & Inspire Your Call Center Teams Past National President, American Telemarketing Association.

"Guerrilla Teleselling is an excellent guide for anyone in sales, whether a rookie or a seasoned professional. . . . It entices the reader to break out of old ruts to become a more effective salesperson by using often surprising tactics that will keep the salesperson both challenged and successful." -Erik Lounsbury, Editor Telemarketing(r) & Call Center Solutions(TM).

See all Editorial Reviews

Product Details

• Paperback: 304 pages
• Publisher: Wiley; 1 edition (August 27, 1998)
• Language: English
• ISBN-10: 0471242799
• ISBN-13: 978-0471242796
• Product Dimensions: 9 x 6.1 x 0.9 inches
• Shipping Weight: 13.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.2 out of 5 stars  See all reviews (13 customer reviews)
• Amazon Best Sellers Rank: #1,064,568 in Books (See Top 100 in Books)
  • #78 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing

More About the Author

Jay Conrad Levinson is the author of the best-selling marketing series in history, "Guerrilla Marketing", plus 27 other business books. His guerrilla concepts have influenced marketing so much that today his books appear in 41 languages and are required reading in many MBA programs worldwide.

Jay taught guerrilla marketing for ten years at the extension division of the University of California in Berkeley. And he was a practitioner of it in the United States -- as Senior Vice-President at J. Walter Thompson, and in Europe, as Creative Director and Board Member at Leo Burnett Advertising.

He has written a monthly column for Entrepreneur Magazine, articles for Inc. Magazine, and writes online columns published monthly on the Microsoft Website -- in addition to occasional columns in the San Francisco Examiner. He also writes online columns regularly for Onvia.com, FreeAgent.com and MarketMakers.com, and InfoUsa.com in addition to occasional columns for Guru.com.

Jay is the Chairman of Guerrilla Marketing International, a marketing partner of Adobe and Apple. He has served on the Microsoft Small Business Council and the 3Com Small Business Advisory Board. His Guerrilla Marketing is series of books, audiotapes, videotapes, an award-winning CD-ROM, a newsletter, a consulting organization, an Internet website, and a way for you to spend less, get more, and achieve substantial profits.

Customer Reviews

Most Helpful Customer Reviews

25 of 26 people found the following review helpful:

4.0 out of 5 stars Excellent for Teleselling Professionals, August 14, 2000

By 

John (Eugene, OR, United States) - See all my reviews
(REAL NAME)   

This review is from: Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person (Guerrilla Marketing Series) (Paperback)

This book covered the entire sales process from preparing for the call, voice and stress exercises to selling tactics, objection handling and follow-up procedures for repeat business. The book was well written in a logical format and followed logical thinking in regard to how you would go about organizing your day. It also demonstrated the best approach to sales and how I want to be treated as a customer. Original sources of information were very well referenced. It's nice to see more of a trend of relationship building and getting away from the stereotypical "used car salesman" hard line approach to sales. The book was a relatively quick read (about 15 hours). The one thing I did not like about the book, was the last 4 chapters. It sounded like the dreaded "info-mercial" you see on late-night TV or the latest get-rich-quick MLM scheme you get with your home junk mail. Unfortunately, for me, it burst my bubble on the professionalism of the authors. They could have left that out and left the reader on a high note. All in all, I was impressed with the quality and accuracy of the writing.

10 of 11 people found the following review helpful:

4.0 out of 5 stars A complete guide for beginner and pro alike., September 16, 1998

By A Customer

This review is from: Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person (Guerrilla Marketing Series) (Paperback)

After 6 years of telemarketing very successfully, I felt I was ready to write my own book - until this one came along! If I was going to write a telemarketing book, I wouldn't have come close to the beauty of this book. Everything is covered here. There are sections relating to script writing, using the proper words, setting up a productive workspace, getting out of a slump and increasing the business you have from your existing customers. The philosophy advocated in this book is decidedly different from the way most telemarketers have been taught to sell. What worked 10 years ago doesn't work today. This book will update you so you can sell - honestly - in the 90's. You will find many different money making tips in this book. It will pay for itself your first day on the phone. Go for it!

6 of 8 people found the following review helpful:

5.0 out of 5 stars If you sell, you need this book, October 2, 1998

By A Customer

This review is from: Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person (Guerrilla Marketing Series) (Paperback)

Today's high tech selling environment almost requires skills in "indirect" selling. This is a great collection of useful ideas that all sales reps can use. I am recommending it to our world wide sales team.