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Smart Selling on the Phone and Online: Inside Sales That Gets Results Paperback – September 23, 2009


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Frequently Bought Together

Smart Selling on the Phone and Online: Inside Sales That Gets Results + Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team + Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Price for all three: $46.41

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Product Details

  • Paperback: 272 pages
  • Publisher: AMACOM (September 23, 2009)
  • Language: English
  • ISBN-10: 0814414656
  • ISBN-13: 978-0814414651
  • Product Dimensions: 0.8 x 6 x 9 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (41 customer reviews)
  • Amazon Best Sellers Rank: #61,472 in Books (See Top 100 in Books)

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!


More About the Author

Josiane Feigon, author of Smart Selling on the Phone and Online and Smart Sales Manager, is a pioneer, maverick, and visionary in the inside sales community. A twenty-year veteran of the industry, Josiane is the founder of TeleSmart Communications. Since 1994, this San Francisco-based solutions provider has been a leader in developing global Inside Sales teams and managers.

Josiane is a global thought leader who understands
inside sales from the inside out. For the past two decades, she 
has combined her sales and marketing talents in building a brand. She has trained thousands of salespeople and certified hundreds of managers on her TeleSmart 10 system, carving a niche with some of the most talented and progressive Fortune 1000 high-tech companies in the world. Her company, based in the heart of Silicon Valley, has its finger on the pulse of the action.

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 -- that consider her an invaluable part of their sales strategies.

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 is considered one of the top industry social media users and is has strong thought leadership when it comes to Prospecting 3.0.
Josiane has written hundreds of articles, ebooks, trend reports, and white papers on sales trends and inside sales talent and is frequently quoted in top business media.

Customer Reviews

Now, After reading this book I know I was doing it wrong.
pilotcarsalesman
I am always looking for new and better ways to start conversations, keep prospects engaged and, ultimately, close more sales.
Sandi Bouhadana
This book is a must read for all Inside Sales professionals who have begged for a smart way to sell on the phone and online.
Colette Grey

Most Helpful Customer Reviews

32 of 32 people found the following review helpful By M. Holmes on September 17, 2009
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.
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15 of 15 people found the following review helpful By Sharon Marks on September 2, 2009
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
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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.
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9 of 9 people found the following review helpful By Jim R. on November 16, 2011
Format: Paperback Verified Purchase
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. One thing she does say in here is to write killer emails with killer subject headings. Follow up at least nine times before quitting, and make sure that your emails and phone calls follow closely to one another. I tried this and it has actually been working very well for me.
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9 of 9 people found the following review helpful By Astrid_Dom on September 6, 2011
Format: Paperback
This book is written for internal sales or marketing people, who partner with one of more field reps.

The book does a good job explaining how to:
- quickly find out who has (or hasn't) authority and/or influence
- navigate through an organization chart
- gather sales relevant information
It focuses on these topics, rather than on truly 'selling': The proposed sales questioning technique for example is really simplistic.

On the negative side, the book lacks a clear vision, is poorly structured and incomplete:
a) lack of clear cold calling flow
b) too little value on value propositions and reference stories as teasers/door openers.
c) doesn't answer problems internal people typically face, like 'what if you get questions way beyond your knowledge, etc'.

Combine this book e.g. with Keith Rosens' book on cold calling (to cover a) and Jill Konrath's book Selling to big companies (to cover b) and you'll have a pretty complete package for internal sales people.
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8 of 8 people found the following review helpful By Bernice Fung on October 7, 2009
Format: Paperback
I have read many sales books in my career and none compares from an inside sales level to Josiane Feigon's "Smart Selling on the Phone and Online". It has become hands down the definitive source for my team, and I highly recommend it to sales professionals and managers I know who are looking to sharpen key sales skills in quick, digestible bites. Josiane has mastered the concept of providing easy to read and easy to understand information in 10 simple step-by-step concepts. The format allows sales professionals to quickly reference examples and tactics from any stage of the sales process, from introducing to closing to partnering... and much more.

Every sales professional (including field sales) should own a copy and keep one on hand. There are pearls in each chapter that apply to selling in any situation.
You will not be able to put it down, and you will not be disappointed!
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6 of 6 people found the following review helpful By E. safire on September 2, 2009
Format: Paperback
wow... Josiane you rock...I have been to the presentations and now have finished the book...everyone in the bis should read this. your tips and insights are incomparable and the way you make it so easy to implement is a true gift...thanks and when can we get some more?
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5 of 5 people found the following review helpful By Brian J. Carroll on September 2, 2009
Format: Paperback
This no-fluff book is fills a void for B2B inside sales and lead generation leaders and the people they lead. If you work in a company that has an inside sales team and wants to upgrade their skills, a lead generation team that does teleprospecting or field sales people who need to accomplish more with less travel budget, get this book.
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