How I Conquered Call Reluctance, Fear of Self-Promotion & Increased My Prospecting!


Book Description

ARE YOUR READY TO CONQUER YOUR CALL RELUCTANCE? That is the promise of this book! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering. Everybody is promoting something and most people have some resistance to the process of getting other people interested in whatever you are offering. The resources in this book are a reflection of over thirty years as a full-time sales performance coach. This information has helped thousands of people breakthrough their barriers and find the will to make the prospecting calls they need to make. There are many different perspectives presented because everyone is different. The key is finding a state of mind that allows you to take action. From a bigger perspective, this book is about how to positively deal with the resistance you have to doing what you need to do to succeed. There is a part of you that doesn't want to take any risks, but there is a part of you that is practically fearless. If you can learn to block out the part that is putting on the brakes and listen more carefully to the part that can do anything...you can find a way to make the prospecting calls you need to make! That is the promise of this book. "Sid helped me develop an approach to prospecting and self-promotion that took me from struggling, to being in the top 1% of my company of 7,000 reps. If you are facing this kind of challenge, this book is the perfect place to start!" Randall G. Riley, CLU, ChFC; Northwestern Mutual "I nearly quit my sales position in my tenth year working in downtown Manhattan. A turning point was learning the psychology of Sid's approach to overcoming prospecting resistance which is timeless and priceless. Within a year, I was earning over $1 million a year. It's all right here in this book." Barbara Treadwell, CLU, ChFC, CFP; Treadwell & Associates




42 Rules of Cold Calling Executives (2nd Edition)


Book Description

Vanella's easy-to-read guide gives concise, easy-to-implement methods to get results with cold calls.




The Psychology of Call Reluctance


Book Description




Successful Cold Call Selling


Book Description

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.




The Sense of an Ending


Book Description

BOOKER PRIZE WINNER • NATIONAL BESTSELLER • A novel that follows a middle-aged man as he contends with a past he never much thought about—until his closest childhood friends return with a vengeance: one of them from the grave, another maddeningly present. A novel so compelling that it begs to be read in a single setting, The Sense of an Ending has the psychological and emotional depth and sophistication of Henry James at his best, and is a stunning achievement in Julian Barnes's oeuvre. Tony Webster thought he left his past behind as he built a life for himself, and his career has provided him with a secure retirement and an amicable relationship with his ex-wife and daughter, who now has a family of her own. But when he is presented with a mysterious legacy, he is forced to revise his estimation of his own nature and place in the world.




Power Phone Scripts


Book Description

Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.




Pick Up The Phone and Sell


Book Description

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes: A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com Direction on how to use text messaging as an adjunct to phone sales Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call. Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.




Blindsight


Book Description

Hugo and Shirley Jackson award-winning Peter Watts stands on the cutting edge of hard SF with his acclaimed novel, Blindsight Two months since the stars fell... Two months of silence, while a world held its breath. Now some half-derelict space probe, sparking fitfully past Neptune's orbit, hears a whisper from the edge of the solar system: a faint signal sweeping the cosmos like a lighthouse beam. Whatever's out there isn't talking to us. It's talking to some distant star, perhaps. Or perhaps to something closer, something en route. So who do you send to force introductions with unknown and unknowable alien intellect that doesn't wish to be met? You send a linguist with multiple personalities, her brain surgically partitioned into separate, sentient processing cores. You send a biologist so radically interfaced with machinery that he sees x-rays and tastes ultrasound. You send a pacifist warrior in the faint hope she won't be needed. You send a monster to command them all, an extinct hominid predator once called vampire, recalled from the grave with the voodoo of recombinant genetics and the blood of sociopaths. And you send a synthesist—an informational topologist with half his mind gone—as an interface between here and there. Pray they can be trusted with the fate of a world. They may be more alien than the thing they've been sent to find. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.




Crushing Call Reluctance for Loan Officers


Book Description

If you could double your application volume in the next 12 weeks, would it be worth it to you to read this book? Call reluctance for loan officers can be summed up in two sentences:"Fear is peeing in your pants. Courage is doing what you need to do with wet pants on."~ Carl WhiteSeriously, everybody feels the fear - truly everybody. Even the most confident top producer who is making sales all day long on the phone may look fearless, but they're not. They feel the fear and do what needs to be done with wet pants on. Being brave isn't easy but it does get easier over time. By the time you finish reading this book, you are going to have new insights, a fresh perspective, some tricks you can use to bypass your limiting beliefs and you will be able to pick up the phone or go make some sales calls and have conversations a whole lot easier. We aren't the flashiest guys but we know this industry. We have worked with thousands of loan officers who have claimed their readiness to help more people and live the lifestyle they want with the right income to support it. Now we are taking what we know how to do - to generate sales volume through direct sales - to help loan officers like you get ahead. When you make a simple mental shift, you can accelerate your results and change lives - yours and everyone's life you touch through your business. And it can happen fast when you work with the system we're about to teach you.




Door to Door Real Estate Prospecting


Book Description

Want More Real Estate Listings? Then go directly to the source...knock and ask home owners when they plan to move. Sounds simple, right? But of course the devil is in the details: what to say, how to dress, how to get them to talk, how to track results, how to get motivated, how to improve results, what to hand out, how to handle rejection, how to follow up, and most importantly, how to convert leads to appointments. This book was born of experience, not theory. The information comes from both successful and failed door-to-door real estate prospecting efforts. In these pages, you'll see how some agents make over half a million dollars a year from door knocking, and you'll see how others struggle -- giving you a chance to learn from their mistakes. You'll see how new agents got started, and how long it took them to get their first listing. You'll discover what's hard, and how to make it easy. Most importantly, you'll see that it is both possible and realistic to use door knocking as a real estate prospecting approach to generate 10 to 20 listings per year.