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

by Josiane Chriqui Feigon, Jill Konrath

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!

272 pages, Kindle Edition

First published January 1, 2009

Reviews

[Carlos DaSilva · Rating 4 out of 5]

I miss a concrete methodology... good to complement your own sales method, but not to build it.

[Nigel Street]

Very good up to date assessment of how the world of selling has changed and the necessity for many to move away from the traditional face to face selling model to the brave new world of selling remotely. Lots of recognisable good practice for effective selling interspersed with some good solid advice of how to make technology and new communications work effectively for the modern sales organisation. Glad to see that the author freely admits that there is no substitute for hard work however the importance for that to be targeted and focused at the right opportunity is more important than ever before.

[Lauren · Rating 3 out of 5]

Since I'm currently in an outside sales role, only about half of the book applied to my job directly. However, it gave me some great tips and ideas for communicating more effectively with my inside sales person, ways to coach them, and ideas for better scripting. I also gained some good tactics for dealing with the dreaded "no" and ideas for pushing back without alienating a prospect. Worth a read if you're new to sales. Might be less inspiring if this is not your first sales rodeo.

[Raya · Rating 3 out of 5]

As I was reading, I thought it was written by someone who works with me. The content is so relevant to what I am learning in my training. The author has a great understanding of how the Inside Sales teams are structured. I do wish there were more quick answers to complex ideas, but don't we all.

Thanks for the suggested read, boss.

[Michael · Rating 3 out of 5]

Fresh, detailed advice that covers all aspects of inside sales. The chapter on navigating to the right person is particularly good. Although it lacks that special something in both style and substance, I recommend it.

[Knotty · Rating 3 out of 5]

Good refresher - although I really disliked the author's tone at some points of the book.