Guerrilla Teleselling: New Unconventional Weapons And Tactics To Sell When You Can'T Be There In Person

The first book to apply guerrilla sales and marketing tactics to the unique, high-pressure environment of electronic communications, this groundbreaking resource is packed with valuable tips, expert advice, and insider secrets on finding, closing, and increasing sales by phone and fax as well as via e-mail and the Internet.

"This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day!" -Brian Tracy, author The Psychology of Achievement.

"Guerrilla Teleselling is FUNdamental reading for anyone or any company who does business by telephone! It covers all the basics and more. Whether you're a beginner or you've been in the business for years, if you can't find at least 12 great ideas in every chapter that will increase your performance, you're not reading! I am recommending it as a resource to all my clients." -Judy Lanier, author 50 Ways to Motivate & Inspire Your Call Center Teams Past National President, American Telemarketing Association.

"Guerrilla Teleselling is an excellent guide for anyone in sales, whether a rookie or a seasoned professional. . . . It entices the reader to break out of old ruts to become a more effective salesperson by using often surprising tactics that will keep the salesperson both challenged and successful." -Erik Lounsbury, Editor Telemarketing(r) & Call Center Solutions(TM).

GETTING READY FOR BUSINESS.

Why TeleSelling?

What Makes Guerrilla TeleSelling Unique?

Setting Goals and Objectives.

How to Stay Motivated.

Preparing Your TeleSelling Workspace.

Controlling Interruptions.

Managing Pressure and Stress.

Your TeleSelling Voice.

Greeting Inbound Calls.

Increase Your Caller's Satisfaction.

Developing an Effective Script.

Lead Management Systems.

Whom to Call?

GUERRILLA TACTICS THAT GET THE BUSINESS.

Opening Moves.

Getting Through Voice Mail.

Questioning and Qualifying.

The 37 Magic Selling Questions.

Presenting Your Proposal.

Ask for the Order.

Dealing with Objections.

Serve to Sell Again.

MANAGING A TELESELLING DEPARTMENT.

Finding the Right People.

Measuring Your Success.

CREATING YOUR TELEPRESENCE.

Creating a Guerrilla Marketing Calendar.

Staying in Front of the Customer.

Make Your Sales Letters Sizzle.

Just the Fax.

Creating Effective Newsletters.

Become an Author and an Authority.

Electronic Brochures.

Marketing Yourself On-Line.

Videoconferencing and Other Modern Miracles.

Appendix.

Bibliography.

Index.