Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales Book

	Foreword and Acknowledgments	ix
	Introduction to the New Edition	xi
Chapter 1	Getting Started	1
Chapter 2	A Typical Day	4
Chapter 3	Understand Your Ratios	7
Chapter 4	Tracking Actual Daily Numbers	9
Chapter 5	The Five Ways You Can Increase Your Income	13
Chapter 6	Little Things Can Mean a Lot	17
Chapter 7	Your "Golf Grip"	19
Chapter 8	"Closing" (And Its Hazards)	22
Chapter 9	The Four Steps of the Telephone Sales Process	25
Chapter 10	Understand the Numbers--and Improve Your Approach	29
Chapter 11	Move Forward in the Sales Process	31
Chapter 12	Define Prospects Accurately	36
Chapter 13	Count the "No" Answers	41
Chapter 14	The Ups and Downs of Selling	45
Chapter 15	People Respond in Kind	51
Chapter 16	Interruptive Marketing	55
Chapter 17	Why Writing It All Down Is Essential	59
Chapter 18	Master the Game of Catch	62
Chapter 19	Developing Your Attention Statement	66
Chapter 20	Developing Your Identification Statement	69
Chapter 21	Developing the Reason for the Call	71
Chapter 22	What to Do If You Don't Get Interrupted	74
Chapter 23	The Department Store	79
Chapter 24	Happy Now	83
Chapter 25	Not Interested	87
Chapter 26	Send Literature	91
Chapter 27	The Direct Question	94
Chapter 28	Put It All Together	97
Chapter 29	Some Variations on the Standard Call	101
Chapter 30	The Art of Leaving Messages	106
Chapter 31	Another Effective Variation	111
Chapter 32	The Art of Calling Back	114
Chapter 33	I Was Just Thinking of You	117
Chapter 34	How to Call Former Customers	120
Chapter 35	How to Get and Use Connections with People at the Top	123
Chapter 36	How to Send the Right Emotional Message over the Phone	127
Chapter 37	The Recipe for a Great Conversation	130
Chapter 38	The Past, the Present, and the Future	135
Chapter 39	Ask "How" and "Why" Early and Often	140
Chapter 40	Verify Your Information	143
Chapter 41	Paint a Picture	146
Chapter 42	Critical Point #2	149
Chapter 43	When to Stop Calling	154
Chapter 44	Ten Traits of World-Class Salespeople	156
	Appendix	159
	Index	187
	About the Author	193