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Compete and Win in Telecom Sales : a Step-by -Step Guide for Successful Selling

Author: Philip Max Kay
Publisher: Boca Raton, FL : CRC Press, 2001.
Edition/Format:   eBook : Document : English : First editionView all editions and formats
Summary:
"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. The rapidly chang"--Provided by publisher.
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Genre/Form: Electronic books
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Philip Max Kay
ISBN: 9781482280678 1482280671
OCLC Number: 1027765491
Description: 1 online resource : text file, PDF
Contents: Cover; Title Page; Copyright Page; Author's Note; Preface; Contents; The Wonderful Worldof Selling In Thetelecommunications Industry; How It All Started; Someone Has To Sell All This Stuff; My Selling Philosophy; The Salesperson Makes The Difference; The Allens 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; The Eight-step Sales Process; Back To Basics; The Parrot Story; The Sales Cycle The Eight-step Sales ProcessOther Sales Processes; Conclusion; 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; Re-cap; 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 ServicesProven-effective First Appointment Script For Selling Equipment And Hardware; Re-cap; 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; The Penny Candy Story; Great Questioning Techniques; Funneling Technique; Discovering Their Telecom Needs; Qualifying; Build Rapport; Maintain Control; Re-cap; Step 4: Fact-finding; Review; Re-fueling Story; Qualifying; Effective Fact-finding Look For Problems You Can SolveQuestioning Guidelines; Re-cap; Motivational Section; Step 5: Effective Presentations; Importance Of An Office Visit; The Presentation Or Demonstration; Pre-office Visit Checklist; 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; Step 6: Overcoming Objections; Types Of Objections; Conditional Objection The Cover UpThe Stall; A Challenge; A Question; David Letterman's Top 1 0 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; 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
Responsibility: Philip Max Kay.

Abstract:

"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. The rapidly chang"--Provided by publisher.

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