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0 reviews(Ebook) Compete and Win in Telecom Sales A Step by Step Guide for Successful Selling 1st Edition by Philip Max Kay - Ebook PDF Instant Download/Delivery: 9780080502342 ,0080502342
Full download (Ebook) Compete and Win in Telecom Sales A Step by Step Guide for Successful Selling 1st Edition after payment
Product details:
ISBN 10: 0080502342
ISBN 13: 9780080502342
Author: Philip Max Kay
(Ebook) Compete and Win in Telecom Sales A Step by Step Guide for Successful Selling 1st Edition Table of contents:
Chapter 1 - The Wonderful World of Selling in the Telecommunications Industry
How It All Started
Someone Has to Sell All This Stuff
My Selling Philosophy
The Salesperson Makes the Difference
The Allen’s Pharmacy Story
The Honda Prelude Story
A Career in Sales
Why Selling is a Wonderful Profession
Why I love Selling in the Telecommunications Industry
The Telecommunications Industry is the Place to Be Now
Re-Cap
Motivational Section
Chapter 2 - The Eight-Step Sales Process
Back to Basics
The Parrot Story
The Sales Cycle
The Eight-Step Sales Process
Other Sales Processes
Conclusion
Chapter 3 - Step 1: Prospecting - The Foundation of Success
Definition of Prospecting
The Eddie Samp Story
Prospecting: A Numbers Game
Getting Computerized
Develop an Attitude
Types of Prospecting
Warm Calling
Telephone Prospecting
Cold Calling or Foot Canvassing
Combination: Cold Calling and Telephone
Referrals
Lead Networking
Lead Clubs
Recap
Chapter 4 - Step 2: Great First Appointments
Review
The Weapons Officer Story
Objectives
Scripts
Be Wary of Generic Sales Training
Decisions are Based on Product, Price, and Service
Scenarios
Proven-effective First Appointment Script for Selling Local or Long-distance Services
Proven-effective First Appointment Script for Selling Equipment and Hardware
Re-Cap
Chapter 5 - Step 3: Qualifying
Review
Let’s Talk About Qualifying
Conceptual Selling
The ESP Exercise
Never Tell Always Ask
The Indonesia Story
Uniqueness Sells
The Pen/Pencil Exercise
Prescription without Diagnose is Malpractice
The Penny Candy Story
Great Questioning Techniques
Funneling Technique
Discovering Their Telecom Needs
Qualifying
Build Rapport
Maintain Control
Re-Cap
Chapter 6 - Step 4: Fact-Finding
Review
Re-Fueling Story
Qualifying
Effective Fact-Finding
Look for Problems You can Solve
Questioning Guidelines
Re-cap
Motivational Section
Chapter 7 - Step 5: Effective Presentations
Importance of an Office Visit
The Presentation or Demonstration
Pre-Office Visit Checklist
Invitations
Have the Prospect see the Competition
Have the Prospect Call Your References
Do a Trial Close
Book Demo and Presentation Room(s)
Let Your Company Sell Itself
Prepare an Agenda for the Office Visit
Prepare Your Visuals
Re-cap
Your Presentation Skills
What Your Audience Wants
Motivational Section
Chapter 8 - Step 6: Overcoming Objections
Types of Objections
Conditional Objection
The Cover Up
The Stall
A Challenge
A Question
David Letterman’s Top 10 Objections
Phil Kay’s Top 5 Objections
The “Real” Objection
Formula for Handling Objections
Seven Steps to Handling Objections
Overcoming Objections
Sales Tools
Scenarios — Overcoming Typical Objections
Re-Cap
Motivational Section
Chapter 9 - Step 7: Closing
The Postal Worker Analogy
The Sales Process
Review
Closing Tools
The Transition
Categories of Closing Questions
Alternative Closes
Assumptive Closes
Summary Closes
Extra Incentive Closes
Conditional Closes
Direct Closes
Cutting the Price
Ten Things to do Before Cutting Your Price
Motivational Section
Chapter 10 - Step 8: Follow-Up and Support
Stay Involved
References
Referrals
Motivational Section
Chapter 11 - Success and Failure
Three Running Buddies in Equador
Michael Cristaldi, the Barber
Retiring with a Pension, the Bob Clanton Story
Failure Hits the Author in the Face
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Tags: Philip Max Kay, Compete, Win, Telecom Sales, Successful Selling