Sales Scripting Mastery
Sales Scripting Mastery

Author: Eric Lofholm

Publisher: Eric Lofholm International

Published: 2015-12-02

Total Pages: 330

ISBN-13: 9780989894210

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In this sequel to his best-seller The System, master sales trainer Eric Lofholm lays out the seven-step sales scripting method he has used to help his clients generate over $500 million in revenue over the last two decades. Eric begins by showing you how to get over some of the common fears associated with sales scripting, such as fear of sounding rehearsed and scriptwriter's block. He then walks you step-by-step through the sales scripting process, revealing secrets such as how to script an effective close and how to script responses to sales objections. He follows up with tips on how to get your scripts written faster and how to rehearse and deliver them effectively so they sound spontaneous. Eric includes hundreds of sample scripts for every sales situation that you can use as templates to create your own custom scripts. For salesmen, sales trainers, and small business owners looking for an edge in today's struggling economy, this book is a must-read.

Unlimited Selling Power
Unlimited Selling Power

Author: Donald Moine

Publisher: Penguin

Published: 1990-03-01

Total Pages: 228

ISBN-13: 1101663103

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Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.

Sales Scripts that Sell
Sales Scripts that Sell

Author: Teri Kwal Gamble

Publisher: AMACOM Div American Mgmt Assn

Published: 2007

Total Pages: 196

ISBN-13: 9780814400630

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This book is completely repackaged and updated, with new scripts for e-mail, voicemail, and more. It contains motivational introductions, warm-up exercises, memory joggers, and even stage directions, with instructions on use and delivery. It is arranged by selling activity, including: prospecting; controlling the sale; handling objections; moving the sale forward; closing; and getting referrals. It is particularly useful for cold-call selling since scripts can make the process less intimidating and easier to practice.

Ultimate Selling Power
Ultimate Selling Power

Author: Donald Moine

Publisher: Red Wheel/Weiser

Published: 2002-09-05

Total Pages: 417

ISBN-13: 1632658437

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Offers a step-by-step guide to increasing sales, including tips on making marketing presentations, finding a sales coach, and using sales seminars to reach more prospective customers.

Successful Cold Call Selling
Successful Cold Call Selling

Author: Lee Boyan

Publisher: Amacom

Published: 1989

Total Pages: 292

ISBN-13: 9780814477182

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For one of the fastest growing segments of the sales profession, this second edition is welcome. Offering hundreds of new ways to break the ice and complete a sale, it also gives classic tools from the first edition, proven by sales reps and managers. "Ideal for new and veteran sales reps alike, here is the perfect primer for a tough, rewarding job".--The Wall Street Journal.

Mastering Unix Shell Scripting
Mastering Unix Shell Scripting

Author: Randal K. Michael

Publisher: Wiley

Published: 2003-02-06

Total Pages: 708

ISBN-13: 9780471218210

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Provides readers with end-to-end shell scripts that can be used to automate repetitive tasks and solve real-world system administration problems Targets the specific command structure for four popular UNIX systems: Solaris, Linux, AIX, and HP-UX Illustrates dozens of example tasks, presenting the proper command syntax and analyzing the performance gain or loss using various control structure techniques Web site includes all the shell scripts used in the book

Cold Calling for Chickens
Cold Calling for Chickens

Author: Bob Etherington

Publisher: Marshall Cavendish International Asia Pte Ltd

Published: 2018-02-15

Total Pages: 127

ISBN-13: 9814794864

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Cold calling – making contact with strangers – is the biggest fear confronting businesspeople, especially those who work in sales and marketing. “Put me in front of a customer and I can persuade them to buy anything … just don’t ask me to cold call!!” Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence. 10 reasons you must buy this book and start winning new customers tomorrow! 1. It is written by somebody who does it successfully every week. 2. Cold calling is fun, and much, much easier than you think. 3. Cold calling is 10 times more effective and less costly than “networking parties,” website promotion or advertising. 4. 95% of your competitors are too scared to do it. That means there’s a lot of business out there waiting for you. 5. The only people who tell you that cold calling doesn’t work are those too scared to do it themselves. 6. You actually overcome your fear by becoming an even bigger “chicken.” 7. “No’s” are not bad things. Go for more “no’s.” Two is not enough – success usually comes on the sixth attempt. 8. Seven simple questions will usually get you to a “yes.” 9. The 5% of sellers who do it properly are taking 85% of the new business in your market. By using the material in this book you will make sure you join the few. 10. “Build a better mousetrap and the world will beat a path to your door”? The biggest lie in business! Your market is now too crowded with businesses that look just like yours (however much you kid yourself). So if not cold calling, how are you going to find new customers? [Facsimile reprint edition]

Smart Calling
Smart Calling

Author: Art Sobczak

Publisher: John Wiley & Sons

Published: 2010-03-04

Total Pages: 261

ISBN-13: 0470619813

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Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International

The Sales Script Book
The Sales Script Book

Author: Gerhard Gschwandtner

Publisher:

Published: 2008-09

Total Pages: 0

ISBN-13: 9781600375071

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The Sales Script Book contains 420 tested responses to 30 of the most difficult customer objections. If your customer says, ""I want to think it over,"" simply open up to tab divider #21, where you'll find 17 tested responses. If the customer says, ""Your price is too high, ' simply flip to tab #4 to find 23 tested sentences to handle price objections. Put 420 of the most awesome lines at your fingertips to add thousands of dollars to your sales.

The System
The System

Author: Eric Lofholm

Publisher:

Published: 2013-11-10

Total Pages: 290

ISBN-13: 9780989894203

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Contrary to the myth that you have to be a born salesman, selling is a step-by-step system that anyone can learn. In this book renowned sales trainer Eric Lofholm distills the secrets of sales success into a simple three-step formula that has been used by more than 10,000 students over the past fourteen years to get more leads, book more appointments, and make more sales. Eric shows you everything you need to go from a sales novice to a selling master, including how to overcome sales anxiety, boost your closing rate, handle objections with confidence, and leverage relationships into referrals. Along the way he also gives you bonus tips to improve your performance in areas like business planning, goal setting, time management, and leveraging technology to multiply your sales. For salesmen, sales trainers, and small business owners looking for an edge in today's struggling economy, this book is a must-read.