Everyone is talking about this book:
“Smart Selling on the Phone is a comprehensive guide for any sales executive who needs to penetrate the corporate fortress to find and engage prospects in a way that creates value with every connection.”
Gerhard Gschwandtner, Founder and Publisher, Selling Power
“If inside sales is part of your sales model, or if you want it to be, you need this book. Josiane Feigon shows real-world, in-the-trenches strategies and techniques that will help you win more business using the phone.”
Art Sobczak, President, BusinessByPhone.com
“Smart Selling serves up that all too rare combination of insight, experience, relevance, and clarity–all rolled up into a treasure trove of sales tactics that really work.”
Dave Stein, CEO & Founder, ES Research Group, Inc.
“As we get deeper into the economic downturn, organizations will continue to look for ways in which to maximize predictable revenue streams, reduce costs and increase bottom line profits. Being strategic has never been so critical and being smart is necessary. Josiane’s timely book, Smart Selling, understands what skills are required when selling in today’s competitive and uncertain business landscape.”
Mike Smerklo, Chairman and CEO of ServiceSource
“Josiane Feigon proves that she knows inside sales inside and out. In Smart Selling, she provides a tool kit for inside sales in today’s Sales 2.0 world and correctly asserts that timing is integral to success. Feigon offers new tips and tools for ‘cubicle warriors’ to powerfully connect with time-stressed and increasingly hard-to-catch decision makers culminating in more opportunities and quicker decisions .”
David Thompson, CEO & Co-founder, Genius.com and Founder of Sales 2.0 Conference
Inside sales expert Josiane Feigon’s Smart Selling on the Phone and Online gives inside sales professionals what they’ve been waiting for: a comprehensive training sourcebook written just for them, based on her proven TeleSmart 10 Sales Skills.
The 10 skill-based chapters follow the natural sales cycle. They’re easy to use, on target, and packed with proven tactics and robust strategies. Time- and skill-stressed sales reps can learn these skills quickly and put them to use immediately to capture time control, navigate any company’s org chart to find the power players, handle objections and come back swinging, and close deals.
Key Features
- 10 skill-based chapters target every part of the inside sales cycle, from Introducing to Presenting and Closing, to Partnering for the long-term.
- Cubicle Chronicles features in every chapter put readers inside the cubicle with the trainer to hear firsthand how reps go wrong on the phone and online, and what to do to get it right.
- Real-world sales strategies include ready-to-use templates for emails and phone calls for a variety of scenarios, and the Comeback Pack—100 questions you can use right now to effectively counter almost any objection.
- Selling in a Sales 2.0 World features in every chapter—secrets of navigating an information-rich sales environment to your best advantage.
- Strategy takeaways in ever chapter make quick reference simple.
Benefits
- Learn how to capture control from the minute you get to work, keep your momentum and motivation going through the entire sales cycle, and close more deals.
- Get up to speed fast on one skill or all of them—and see your metrics rise almost immediately.
- Stop wasting time with powerless gatekeepers and navigate to the heart of power in any company.
Josiane Feigon, founder of TeleSmart Communications, has been a leader in developing inside sales teams and managers for Fortune 1000 companies nationally and globally for more than 15 years.
