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Telesales Tips From The Trenches: Secrets of a Street-Smart Salesman | 
 enlarge | Author: Joe Catal
Publisher: Business By Phone
Category: Book
Buy New: $29.00
New (1) Used (1) from $27.99
Rating:  91 reviews
Sales Rank: 143295
Media: Paperback
Pages: 217
Shipping Weight (lbs): 0.8
Dimensions (in): 8.9 x 6 x 0.6
ISBN: 188108115X
Dewey Decimal Number: 381
EAN: 9781881081159
ASIN: 188108115X
Publication Date: January 7, 2002
Availability: Usually ships in 24 hours
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Product Description
This 217-page book is for anyone who ever has to call a total stranger who has never heard of you or your company, and you're trying to ask him for money, an appointment, or get an information package in his hands on the initial call. It's for the person whose paycheck is dependent upon producing sales. It gives hundreds of ideas and concepts showing you how to sell in a systematic and intelligent manner, learned from years of selling in the trenches. What you read today, you use today. No filler, just time-tested technique after technique. See three actual chapters from the book on voice mail, screeners, and opening statements. If your competition reads this book and you don't, you or your sales force won't stand a chance. This is a must read for anyone who wants to know what the top sales reps are doing by phone. Here Are Just a Few of the Hundreds of Tips How to write an effective opening Answers for any type of objection Callback scripts that close the sale Leaving voice mails that get results How to find hot leads Selling on the inbound call How to get quality referrals Sure-fire closing techniques How to steal accounts How to get past screeners Great questions to ask How to prospect painlessly Selling large accounts Why you should raise your prices 25% And much more!
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| Customer Reviews: Read 86 more reviews...
Winning on the Phone February 23, 2008
John McCollough (Stamford, Connecticut)
3 out of 3 found this review helpful
Joe Catal has done a great job at debunking some of the myths entailing telemarketing. In his book, aptly named, "Telesales Tips From The Trenches: Secrets Of a Street-Smart Salesman." he provides a no holds barred approach to picking up that infamous phone!
Here's a little secret you may not know. Telemarketing doesn't suck; it's the pending feeling of rejection that sucks! As a new insurance agent you should expect to be rejected a minimum of 100 times a week, and that's if you're doing real well.
I'm a naturally motivated type of guy. You tell me something negative and I'm immediately thinking how I can turn it into a positive. Joe takes a similar approach to how he handles himself on the phone by:
"Averaging 100+ calls per day since 1985 and hearing over 350,000 No's."
Throughout the book Joe provides real life stories (my favorite) and examples about how to write an effective opening; answer objections without sounding superfluous or ignorant; techniques to find hot leads and steal accounts (another one of my favorites), while laying a strong foundation by asking the right question and ASKING for the order when the time is right.
His thoughts about time management and techniques to increase the effectiveness of listening were entertaining and insightful.
"The customer should be talking 75% of the time...NEVER interrupt a person while they're talking."
Raise your hand if you've ever interrupted another person when they were in the middle of talking. Did you feel that awkward moment where you both wait about 2 seconds and speak at the same time? Next time, keep the mouth shut and if you do happen to interrupt, count to 5 in your head.
The material in his book does come off very strong, but I've noticed an increased level of confidence and control after implementing some of this strategies.
In conclusion, some of the material is not worth reading if you cannot control the pricing of your products, nor negotiate said product. However, I do give this book 5 stars and highly recommend you pick up a copy, grab a highlighter and implement some of the material IMMEDIATELY!
The Most Helpful Book I Have EVER Bought September 18, 2007
Motivation
4 out of 4 found this review helpful
I was skeptical about this book, even after I read the reveiws... I went ahead and bought it and I was very pleased with the results. It should be a handbook for anyone doing telesales (Inbound and Outbound). Good for Business owners, who call clients and potential clients (He focuses on that as well). Also great for sales reps who want to increase sales. My sales increased dramatically and my calls were more productive. I think it could even prove effective for sales reps who are not on the phone.
He even goes over how to answer the phone, what to say when someone is out to lunch, and how to get past gatekeepers when making outgoing calls.
It's an easy read, almost a page-turner and interesting too. I want to memorize it and anyone in sales/marketing should... Even a seasoned salesperson.
Don't buy another book about telesales until you have read this one. Trust, it is the only one you will need.
 Lots of tips, lots of typos, lots of contradictions August 12, 2005
D. Miller (Wichita, KS USA)
11 out of 12 found this review helpful
Overall, I would say it is a good book for non-sales people to buy. Joe points out many things to think about and makes many good suggestions.
Two things bother me about the book:
- It has numerous typos and grammatical errors. Sometimes I've had to re-read sections to understand what he meant to say.
- There are several contradictions. One example is on page 25. He says: "If they don't return your call, wait two days before calling back." But then 2 sentences later says that you should leave a voice mail stating: "If I don't hear back from you by the end of the day, I'll try back before I leave the office."
Personally, I don't want to buy from a sales person that doesn't do what they say they are going to do, so this is a really poor suggestion and really poor customer service (especially if the person you are calling really does want to talk to you)!
Excellent Book August 8, 2004
Jim Sample (California)
11 out of 11 found this review helpful
This is a no B.S. book on what it takes to sell by phone.
Whether you're setting appointments or closing the deal by phone it really doesn't matter. This is a hard hitting book.
I like the authors no nonsense approach to selling. They're either a high probability prospect or not.
The book teaches you how to get in and out of calls quickly and find the buyers today. The best on phone sales I've ever read.
Tested salesmanship methods April 7, 2004
8 out of 8 found this review helpful
A few things struck me about this book.1. It teaches you when to say "No" to suspects. I learned from it to be more discerning with whom I am talking. This book tells you how to determine, in minimum of time, if you are talking to someone who can buy from you (even if the other party won't admit that he's not interested or that he doesn't have the authority to buy). Like they say on Wall Street: "fill or kill". 2. It gives you tips to help you establish your authority early in the call. How to deal with various brushoffs (more or less graciously).... When it's better to be direct, or even blunt... It's not just one style of selling, but rather a mix of hard- and soft-sell techniques that can be adapted to the situation. 3. It gives you specific expressions to use. Short sentences that sound natural and go past the initial indifference and suspicion of people... I'm studying it to learn how to keep the flow of conversation so that it doesn't seem contrived, and how to go from one idea to another in a natural way so that I don't sound like a telemarketer. 4. There's indeed no filler. Just lots of ideas about prospecting, presentation and closing. Some may not apply to your work, but you can extract the priciples. I've read this book two times and I open it almost every day. You must read it - now!
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