Introduction. Part I: Picking Up on Telephone Sales. Chapter 1: Calling All Sales Professionals! Chapter 2: Thriving as a Telephone-Sales Pro. Chapter 3: Brave New World: The Laws of Telesales Land. Part II: Laying the Groundwork for Telephone-Sales Success. Chapter 4: Doing Your Homework for A-Plus Calls. Chapter 5: Prospecting Your Way to Success. Chapter 6: Conquering Sales Call Aversion. Chapter 7: Investing Your Time Wisely. Part III: You Make the Call! Chapter 8: Getting Past the Gatekeeper. Chapter 9: Opening Your Sales Call with Ease. Chapter 10: Getting Out of the Answers and Into the Questions. Chapter 11: Mastering the Art of Listening and Silence. Chapter 12: Executing Powerful Presentations. Part IV: Going for the Close. Chapter 13: Overcoming Objections. Chapter 14: Orchestrating a Successful Close. Chapter 15: Moving Forward When You Don?t Land the Sale. Part V: Increasing Your Sales. Chapter 16: Exploding Your Earnings through Behavioral Selling. Chapter 17: Selling the Way Your Customer Wants to Buy. Chapter 18: Staying Motivated to Succeed. Part VI: The Part of Tens. Chapter 19: Ten (Or So) Ways to Sound Like a Pro on the Phone. Chapter 20: Ten Phrases to Banish from Your Vocabulary. Chapter 21: Ten (Or So) Actions that Promote Phone-Sales Success. Index.
Dirk Zeller specializes in training and coaching sales people and speaks regularly at industry events. He is the author of the bestselling Success As a Real Estate Agent For Dummies.