The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's "TeleSmart 10 System for Power Selling", "Smart Selling on the Phone and Online" pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, "Smart Selling on the Phone and Online" will help any rep master the world of 'Sales 2.0' and become a true sales warrior!
Smart Selling on the Phone and Online
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Book Description
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Editorial Reviews
Review
The 800-CEO-Read Business Book Awards of 2009 In the sales category – short list
“From learning quick sound bites that capture customer attention to navigating common obstactles to success…for anyone interested in better sales.” -- Midwest Book Review
"…comprehensive training manual, taking the tried-and-true phone selling skills and adding the latest Internet marketing tips.” – Houston Business Journal
“Extremely easy to read and comprehend...an excellent primer offering a banquet of ideas on inside selling.” --Inland Empire Business Journal
"While the book is geared towards inside sales professionals, I promise you’ll find it good to refresh your skills.” -- Life Insurance Selling magazine
Book Description
The 800-CEO-Read Business Book Awards of 2009 In the sales category – short list
The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to:
• Overcome ten different forms of “paralysis” and reestablish momentum
• Sell in sound bites, not long-winded speeches
• Ask the right questions to reveal customer needs
• Navigate around obstacles to get to the power buyer
• Prioritize and manage their time so that more of it is spent actually selling
• And more
Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of “Sales 2.0” and become a true sales warrior!
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More About the Author
JOSIANE CHRIQUI FEIGON is a pioneer, maverick, and visionary in the inside sales community. This 20-year industry veteran is the author of the bestselling book Smart Selling on the Phone and Online and President of TeleSmart Communications. Josiane is recognized among the Top 25 Most Influential Inside Sales Professionals, and as one of the world's leading experts on inside sales team and management talent. She has provided consulting, coaching, and training solutions for hundreds of Fortune 1000 companies, including Cisco, Autodesk, Citrix Systems, Informatica, Adobe, and Carahsoft. Josiane is one of the pioneers of the Sales 2.0 movement. Her Inside Sales Thought Leadership Blog is ranked among the Top 50 Sales Blogs by SalesCrunch. She lives in San Francisco.
Customer Reviews
Most Helpful Customer Reviews
29 of 29 people found the following review helpful
By M. Holmes
Format:Paperback
I've read hundreds of business and sales books over the years and have developed several pet peeves. I can't stand books that are supposed to be practical but are loaded with theory and too many pages of "personal stories". If I kept just the useful parts of those books, they would only be a few pages long. In contrast, "Smart Selling" starts right off with useful tips, templates, tools and key phrases to help me deal with difficult situations. Chapter 3 on dealing with "No-Po's" is the most eye-opening sales concept I have heard about in a long time. It's really made me rethink who I'm talking to. My copy of this book is already marked up with sticky notes and tabs. It didn't take me long to read it (and I didn't get bored half-way though like I usually do with sales books), but I think I'll be referring to it over and over again.
14 of 14 people found the following review helpful
By Sharon Marks
Format:Paperback
Smart Selling on the Phone and Online is an invaluable tool in today's competitive marketplace. Josiane Feigon has crafted content that is immediately accessible for those who sell, be they seasoned professionals or novices. Her step-by-step method is practical in that it helps develop and refine skills necessary for successful selling. The realistic content takes the salesperson through specific sales techniques, yet also addresses various components that are essential for productivity like time management or learning how to ask questions and listen w/o making assumptions. This is a book designed for those who sell, and since everyone in business today sells in one way or another, it should be on every manager's bookshelf, every supervisor's desk and in every CEOs thoughts when selling an idea! I highly recommend it!
Sharon Marks
Sharon Marks
13 of 13 people found the following review helpful
5.0 out of 5 stars
Perfectly presented. Details not just concepts. You'll need two pads of sticky notes to bookmark all the great content
October 15, 2009
By Nancy Nardin
Format:Paperback
This book is clearly written by someone who understands sales. Not just academic - but real-world sales. It can really be used as a checklist of do's and don'ts. Buy yourself a couple of sticky-note-pads because you'll want to keep this on your desk for fast reference. It's a road-map really, of what to do and what not to do. This book is at the top of the Smart Selling Tool's recommended reading list.
Most Recent Customer Reviews
5.0 out of 5 stars
Good Book
Good Book for anyone who is an inside sales person. Really spoke to phone sales and how to be more effective.
Published 1 month ago by William Holcomb
5.0 out of 5 stars
Practical and insightful
I have trusted Josiane Feigon's knowledge and wisdom in the inside sales field for the past 20 years, and her book Smart Sales Manager comes at the perfect time-- when inside sales... Read more
Published 2 months ago by Frances
5.0 out of 5 stars
worth reading
Def worth reading. It is so hard to know if you are being as effective as possible on the phone. Now, After reading this book I know I was doing it wrong. Read more
Published 3 months ago by pilotcarsalesman
2.0 out of 5 stars
Little substance
Typically I make a summary of all professional books I read, transcribing with my own words the most important ideas I find and making giving to myself some relevant (to me)... Read more
Published 3 months ago by Juan C. Ladaria Gallardo
5.0 out of 5 stars
Great read
Ships so fast I cannot believe it. I love ordering this way. No time in stores just pick up at my doorstep.
Published 4 months ago by Victoria Oleson
5.0 out of 5 stars
Outstanding for lead development
I found this book to provide a great platform for lead development representatives. I source this book to my clients who build lead development qualification teams. Read more
Published 5 months ago by Gianna
4.0 out of 5 stars
This book gave me a lot of confidence.
Listening to this several times while taking notes gave me a lot of confidence in not only my ability to properly use my calling time, but also in my ability to have a overall plan... Read more
Published 10 months ago by David Smith
4.0 out of 5 stars
Smart Selling
I have only started the book but so far it has been a hugh asset to my business.. I have learned new ways to teach my sales staff to be most productive...
Published 14 months ago by David
3.0 out of 5 stars
Really good stuff w/ really bad stuff
This book has a combination of really good ideas and really bad:
Pros:
Introduction ideas,
no-pos
questioning
Partnering
cons:
cold calling... Read more
Pros:
Introduction ideas,
no-pos
questioning
Partnering
cons:
cold calling... Read more
Published 15 months ago by RF
3.0 out of 5 stars
A lot of Rackham and a lot of review
This was a good book. I took a lot from it. There are a lot of good points but it was about 85 pages too long. She ends up repeating herself. Sometimes less is more. Read more
Published 18 months ago by Jim R.
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