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(Ebook) Compete and Win in Telecom Sales A Step by Step Guide for Successful Selling 1st Edition by Philip Max Kay ISBN 9780080502342 0080502342

  • SKU: EBN-11965840
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Instant download (eBook) Compete and Win in Telecom Sales: A Step-by -Step Guide for Successful Selling after payment.
Authors:Philip Max Kay (Author)
Pages:0 pages.
Year:2001
Editon:1
Publisher:CRC Press
Language:english
File Size:8.34 MB
Format:pdf
ISBNS:9780080502342, 9780429079566, 9781138412293, 9781482280678, 9781578200627, 0080502342, 0429079567, 1138412295, 1482280671
Categories: Ebooks

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(Ebook) Compete and Win in Telecom Sales A Step by Step Guide for Successful Selling 1st Edition by Philip Max Kay ISBN 9780080502342 0080502342

(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
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Product details:

ISBN 10: 0080502342
ISBN 13: 9780080502342
Author: Philip Max Kay

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling.
 

(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

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