Pick up the phone and sell: how proactive calls to customers and prospects can double your sales (Record no. 2789)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 04490nam a22002057a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20220706170434.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 220706b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781119814603 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 381.142 |
| Item number | GOL |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Goldfayn, Alex |
| 245 ## - TITLE STATEMENT | |
| Title | Pick up the phone and sell: how proactive calls to customers and prospects can double your sales |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | John Wiley & Sons, Inc. |
| Place of publication, distribution, etc. | New Jersey |
| Date of publication, distribution, etc. | 2022 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | x, 317 p. |
| 365 ## - TRADE PRICE | |
| Price type code | USD |
| Price amount | 25.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | TABLE OF CONTENTS<br/>Part One: Introduction<br/><br/>Ch 1: The Lost Art Of Proactive Calling In The Sales Profession<br/><br/>Ch 2: An Executive Summary: How To Pick Up The Phone & Sell<br/><br/>Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear<br/><br/> Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have<br/><br/>Ch 5: Why We Avoid The Phone<br/><br/>Ch 6: The Phone Compared To Other Sales Communications Pathways<br/><br/>Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell<br/><br/>Part Two: Your Mindset & Your Phone<br/><br/>Ch 8: It’s Impossible to Outsell Your Mindset<br/><br/>Ch 9: Fear Is The Enemy of Picking Up The Phone<br/><br/>Ch 10: Let’s Talk About Our Specific Fears Around Phone Selling<br/><br/>Ch 11: Believe In Your Value As Much As Your Customers Do<br/><br/>Ch 12: Perseverance Is A Sales Superpower<br/><br/>Ch 13: The First Phone Call Is The Answer!<br/><br/>Part Three: Cal Tactics, Mechanics and Strategies<br/><br/>Ch 14: How Proactive Calls Can Fit In To Your Sales Process<br/><br/>Ch 15: Pre & Post-Call Communications<br/><br/>Ch 16: What Time of Day Should You Call?<br/><br/>Ch 17: How Many Calls Per Day?<br/><br/>Ch 18: The Power of a Pomodoro Timer<br/><br/>Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned<br/><br/>Ch 20: An Effective Proactive Call Has Three Parts<br/><br/>Ch 21: Silence Will Make You Rich<br/><br/>Ch 22: Why It’s Critical To Log Your Calls<br/><br/>Part Four: Who Should You Call? Mostly, Call People You Know<br/><br/>Ch 23: You Know Hundreds of People Who Can Buy From You — Call Them!<br/><br/>Ch 24: Call Customers Who Can Buy More From You<br/><br/>Ch 25: Call Customers Who Just Received Products Or Services<br/><br/>Ch 26: Call Customers Who Haven’t Made Their Regular Purchase In A While<br/><br/>Ch 27: Call Customers Who Email You Orders & Inquiries<br/><br/>Ch 28: Call Customers Who Have a Quote or Proposal<br/><br/>Ch 29: Call Customers You Haven’t Talked To In Three Months Or More<br/><br/>Ch 30: Call Customers Who Used To Buy From You, But Stopped<br/><br/>Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company<br/><br/>Ch 32: Call Prospects You’ve Talked To, But They Never Bought From You<br/><br/>Part Five: Cold Calls: Calling People You Don’t Know…Yet<br/><br/>Ch 33: An Important Note On Cold Calling<br/><br/>Ch 34: The Benefits of Calling People You Don’t Know…Yet<br/><br/>Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way<br/><br/>Ch 36: Finding Who To Cold Call<br/><br/>Ch 37: Scripts for Quickly Warming Up Cold Calls<br/><br/>Ch 38: Let’s Focus on What We Can Control<br/><br/>Acknowledgements<br/><br/>About the Author<br/><br/>Index |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | DESCRIPTION<br/>Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert <br/><br/>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.<br/><br/>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:<br/><br/>A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com<br/>Direction on how to use text messaging as an adjunct to phone sales<br/>Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales<br/>Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.<br/>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. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Telemarketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Telephone selling |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | TB675 | 10-06-2022 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 07/06/2022 | Technical Bureau India Pvt. Ltd. | 1312.37 | 381.142 GOL | 002675 | 07/06/2022 | 1 | 1996.00 | 07/06/2022 | Book |