How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 (How to Sell More, in Less Time, with No Rejection) (Paperback)

by Art Sobczak (Author) "Avoiding mistakes is an instant way to become better at anything..." (more)
Key Phrases: prospecting calls, present supplier, Action Steps, Cocktail Party, Orange Bowl (more...)

Editorial Reviews

Review
Anyone who has read Teleprofessional for any length of time knows that Art Sobczak knows how to get to the heart of the most common telephone sales challenges. I would place money on the fact that both the novice telephone rep and a seasoned veteran will find chapter after chapter of this book directly applicable to their situation. Forty hot sections that you can read sequentially, or in a hop-around mode, each in Arts folksy, friendly style. There is no haranguing, complex theories or obtuse procedures. The book is full of common sense techniques and approaches that are as comfortable to put on as an old pair of slippers. If telesales is your work, you cant do better than taking a few tips from the master... and Art Sobczak is an acknowledged master at the game. I cant wait far Volume 2. -- Teleprofessional Magazine, May, 1995

Product Description
If your income and career relies on getting prospects and customers to agree with you by telephone, this book will help you do better, faster, and without that self-defeating rejection that causes so many salespeople to avoid the phone From generating leads, all the way to closing sales and managing accounts by phone, this 220-page paperback is jammed with proven word-for-word ideas you can use right now to close more sales! Art Sobczak, veteran salesperson, editor of the international TELEPHONE SELLING REPORT sales tips newsletter, and trainer of thousands of professional sales reps shares time-tested, word-for-word ideas you can use right now to take the pain out using the phone in cold calling, qualifying, managing accounts, negotiating, and selling. Guaranteed. What you wont get is the old-school, hard-sell mumbo-jumbo based on memorized techniques and trickery that no one actually likes to use, and creates resistance anyway. You will get conversational, easy to adapt ideas that are based on common sense psychological principles that always have the customers best interest in mind. After all, the only way to sell professionally is to help people buynot back them into a corner like a caged lion ready to lash back. Here's just a small sample of the hundreds of ideas you'll get in this book: how to avoid asking dumb questions that cause resistance, and how to ask pain-reminding ones that help them think about needing and wanting your product/service instead, tons of word-for-word examples of how you can grab the interest of prospects and customers within the first 15 seconds, drawing them into the conversation, and how to avoid putting them on the defensive, exactly what to say to screenersand on voice mailso you can get to your buyer more quickly, and get valuable information which will help you sell to them, over 25 specific examples of how to question objections to help vaporize them; better yet, specific ways to avoid creating objections!

what to do and say at the end of a call so youve got something more intelligentand action-inducingto say than So, what do ya think? on the follow-up. You'll get 40 meaty chapters, sectioned into topics such as Planning Your Call, Getting to Decision Makers, Interest Creating Opening Statements, Selling With Questions, Closing for Commitment, Addressing Objections, Prospecting, Self Motivation, Teletips, and more. Order today, and increase sales!

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Product Details

• Paperback: 219 pages
• Publisher: Business by Phone (January 1, 1995)
• Language: English
• ISBN-10: 1881081036
• ISBN-13: 978-1881081036
• Product Dimensions: 8.9 x 6 x 0.7 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars See all reviews (5 customer reviews)
• Amazon.com Sales Rank: #257,657 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

5.0 out of 5 stars Excellent Book for Business-to-Business inside sales!, November 6, 2000

By	Jennifer Fray (Berkeley, CA USA) - See all my reviews

"We recently ordered both volumes of 'How to Sell More in Less Time with No Rejection'. Though we have only had the books a few days,we've already benefited a great deal. It's been a real challenge finding information that caters to business-to-business telesales, but we've finally found just the books to meet our needs."

3 of 3 people found the following review helpful:

5.0 out of 5 stars A Civilized Approach to Selling, May 3, 2007

By	Ann Barr "TelephoneSales.com" (Virginia Beach, VA USA) - See all my reviews (REAL NAME)

Art's advice makes sense. This book is not for the "hard sell" sales person who is only interested in the one-time sale. The wording he recommends for getting attention in the opening statement is a perfect example of his common-sense approach. I have given this book to clients and I highly recommend all of Art's books.

Ann Barr, author of "How to Win the Sale and Keep the Customer."

4.0 out of 5 stars An efficient sales book. Very good read, April 8, 2009

By	Mark Deo "Mark Deo" (Torrance, CA) - See all my reviews

Fantastic read. Great insight into how to avoid the top ten mistakes made by sales people.This book will keep your attention and provide great insight on how to implement a system. I highly recommend.