Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.

Tips on making your call center a genuine profit center In North America, call centers are a $13 billion business, employing 4 million people. For managers in charge of a call center operation, this practical, user-friendly guide outlines how to improve results measurably, following its principles of revenue generation, efficiency, and customer satisfaction. In addition, this new edition addresses many industry changes, such as the new technology that's transforming today's call center and the location-neutral call center. It also helps readers determine whether it's cost-efficient to outsource operations and looks at the changing role and requirements of agents. The ultimate call center guide, now revised and updated The authors have helped over 60 companies improve the efficiency and effectiveness of their call center operations Offers comprehensive guidance for call centers of all sizes, from 20-person operations to multinational businesses With the latest edition of Call Centers For Dummies, managers will have an improved arsenal of techniques to boost their center's bottom line.

As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee's easy-to-follow guide for salespeople trying to generate product excitement over the phone provides quick strategies to help you boost your success rate. Selling to Anyone Over the Phone does this by teaching readers how to ensure callbacks, build trust, partner with decision makers, and use personality-matching techniques to build connections with and relate to people they can't see face-to-face. The fully updated second edition includes new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries. Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Ove the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals.

How can you get through gate-keepers? How can you get calls returned? How can you reach more prospects instead of their voicemails? Phone Sales will make your phone a profit center. This book includes actual phone sales calls from top producers. Some of the skills you'll learn are: • The 3 best closes to use on the phone • How to book appointments • What to say when someone says, "I'm not interested" • How to avoid telephone tag • How to get your calls returned • How to beat "call reluctance" Dr. Kerry L. Johnson is a best selling author and speaker. He speaks to audiences around the world at least 8 times a month ranging from Hong Kong to Halifax, and from New Zealand to New York. Traveling 8,000 miles each week, Dr. Johnson presents such topics as “How to Read Your Customers Mind,” “The Trust Connection” and Peak Performance: How to Increase Business by 80% in 8 weeks.” In addition to speaking, Kerry heads Peak Performance Coaching. Professionals around the world use Dr. Johnson and his coaches to increase business often by 300%. Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him, “The Nation’s Business Psychologist.” He is also the author of nine best-selling books including: MASTERING THE GAME, PEAK PERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY 80% IN 8 WEEKS, and WILLPOWER: THE SECRETS OF SELF-DISCIPLINE. Kerry spent two years competing on the International Grand Prix Tennis Tour. He played both singles and doubles matches against some of the worlds top tennis players. Kerry was also recognized by the U.S. Jaycees as one of the Most Outstanding Men in America.

Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International

If you’ve got ten minutes a day, you can make a telesales breakthrough! By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman’s Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one. Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance. He knows exactly what works and doesn’t, and in this completely revised second edition, he shares with you all of his insider’s secrets, including how to: Master the five ways you can increase your income Track your numbers . . . and use them to your advantage Evaluate your performance effectively . . . so you hit your own goals Gain control of the call Leave effective phone messages Use "how" and "why" questions to your advantage Learn what’s going on in the prospect’s world Understand the four types of negative responses . . . and find out how to get past each one Turn small adjustments in your performance into large income gains By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can’t afford not to have these tools in your sales arsenal!