Smart Selling on the Phone and Online: Inside Sales That Gets Results [Paperback]

Josiane Chriqui Feigon (Author), Jill Konrath (Foreword)

Book Description

Publication Date: September 23, 2009

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!

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

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!

See all Editorial Reviews

Product Details

• Reading level: Ages 18 and up
  
• Paperback: 272 pages
• Publisher: AMACOM (September 23, 2009)
• Language: English
• ISBN-10: 0814414656
• ISBN-13: 978-0814414651
• Product Dimensions: 8.9 x 5.9 x 0.7 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (23 customer reviews)
• Amazon Best Sellers Rank: #50,301 in Books (See Top 100 in Books)
  • #5 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing
  • #56 in Books > Business & Investing > Industries & Professions > Retailing

More About the Author

Josiane Feigon is the founder and CEO of TeleSmart Communications. A twenty-year veteran of the industry, Josiane is recognized as one of the world's leading experts on inside sales team and manager talent, providing consulting, coaching and training solutions for hundreds of Fortune 1000 companies, including Cisco, EMC, Microsoft, Autodesk, Hewlett-Packard, and VeriSign. Josiane is the author of the blog Cubicle Chronicles and her articles have appeared in Selling Power, Salesopedia, and other industry publications.

Customer Reviews

Most Helpful Customer Reviews

24 of 24 people found the following review helpful:

5.0 out of 5 stars A book you can pick up and start using right now, September 17, 2009

By 

M. Holmes (Santa Fe, NM) - See all my reviews
(REAL NAME)   

This review is from: Smart Selling on the Phone and Online: Inside Sales That Gets Results (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.

12 of 12 people found the following review helpful:

5.0 out of 5 stars Practical and realistic!, September 2, 2009

By 

Sharon Marks - See all my reviews
(REAL NAME)   

This review is from: Smart Selling on the Phone and Online: Inside Sales That Gets Results (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

11 of 11 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 (Sacramento, CA) - See all my reviews

This review is from: Smart Selling on the Phone and Online: Inside Sales That Gets Results (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.