Customer Reviews

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

5 star:		(20)
4 star:		(1)
3 star:		(3)
2 star:		(0)
1 star:		(0)

 

 

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.

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

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.

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!

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?

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.

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.

I just received Smart Selling on the Phone & Online and I must say, it is perfect for my sales business. I am always looking for new and better ways to start conversations, keep prospects engaged and, ultimately, close more sales. Ms. Feigon gets to the point clearly and concisely which is all I have time for these days. I think the Tele-Smart 10 is an essential system anyone can plug into and get solid results. I'm starting to understand that I need more "sales warriors" not sales whiners! A gem of a book! Thanks Josiane!

Full disclosure: I know Josiane. She's a treasured colleague friend. I'm collegial with her because she's a pro; I'm friends with her because she's really smart and a blast to be around. Allow me a moment to brag on her--she's written an absolutely terrific book. As you'll see from the earlier reviews--Josiane is a pro's pro. When it comes to inside sales, she knows what she's doing. And she's got that rare ability as an expert to connect with her target audience and effectively teach through the written word. This book is certainly ample evidence of that--it's insightful, practical, and inspirational. In this book Josiane is teaching one moment and the next stimulating the reader to action. She's maniacal in helping her clients achieve results. This book is the next best thing to actually attending one of her popular workshops. Readers are in for a treat--as they'll have a blast with Josiane over 248 pages. Buy the book--and you'll come to treasure Josiane as I do.

Bill Wiersma Author: The Big AHA and The Power of Professionalism

A consummate expert on inside sales, Josiane Feigon sits inside your cubicle in this new book and polishes your phone and online skills. These tips and insights packaged within her 10-step sales system and written in clear, easily understood language integrate right into every step of your sales process. This book is a timely gift for businesses increasingly relying on inside sales teams and expecting them to incorporate Sales 2.0 tools into their daily activities.