Sales Scripts That Sell.

2. Auflage 2007
ISBN: 978-0-8144-7421-1
Verlag: McGraw-Hill Education

Buch, Englisch, 0 Seiten, Format (B × H): 61 mm x 90 mm

Whatever the scenario, effective salespeople know how to immediately establish customer rapport, build trust and self-confidence, overcome resistance and objections -- and win sales. Completely updated with all new material, Sales Scripts That Sell puts the most powerful selling scripts at readers’ fingertips, providing solutions for a wide range of sales situations. An all-in-one training manual for every level of experience, the book is arranged by selling activity, including: - Prospecting - Controlling the sale - Countering objections - Handling stalls - Closing - Getting referrals.Complete with new scripts for e-mail and voicemail, this go-anywhere, easy-reference guide ensures that the language salespeople use is positive, effective, and on target. The book contains motivational introductions, warm-up exercises, memory joggers, and even "stage directions," with instructions on use and delivery. Proven, practical, and all new, this is a must-have book for sales professionals everywhere.

Autoren/Hrsg.

Gamble, Teri

Gamble, Michael

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Contents Prologue vii Act I The Groundwork Scene 1: Why and How to Use Sales Scripts That Sell 3 Scene 2: Globalizing Sales 7 Scene 3: Technology, MEdia, and Sales 19 Scene 4: Language Success Secrets 25 Act II Action! Scene 1: When Using Sensible Selling 37 Scripts to Prospect With 43 Scene 2: Controlling the Sale 69 Scripts That Help Control the Sale 75 Act III Tackling Roadblocks Scene 1: Countering Objections Positively 81 Scripts for Overcoming Objections 85 Scene 2: Handling Stalls 121 Scripts for Handling Stalls 125 Act IV Wrapping It Up! Scene 1: Closing Successfully 143 Scripts That Let You Close Successfully 147 Scene 2: Obtaining Referrals 153 Scripts That Get You Referrals 157 Epilogue 161 Index of Scripts 165 Casting Call for More Sales Scripts That Sell 179 About the Authors 181

Über Autor(innen)

Gamble, Teri
Teri Kwal Gamble and Michael W. Gamble both earned PhDs in communication from New York University. They are full professors of communication and award-winning teachers, with Teri at the College of New Rochelle and Michael at the New York Institute of Technology in Manhattan. As co-founders of Interact Training Systems, a communication consulting fi rm, they have conducted seminars, workshops, and short courses for numerous business and professional organizations across the United States. The Gambles are co-authors of several textbooks and training systems, including Public Speaking in the Age of Diversity; Interpersonal Communication in Theory, Practice and Context; and Literature Alive! Their trade books include Sales Scripts That Sell, Phone Power, and The Answer Book. Teri and Michael live in New Jersey and spend much of their time exploring how and why communication works. Their personal favorite communicators are their childrentheir son, Matthew Jon, who has his doctorate in biochemistry and is now a scientist, and their daughter, Lindsay Michele, who received her MBA in marketing, ran the New York City Marathon, teaches this course, and works in real estate.

Gamble, Michael
Teri Kwal Gamble and Michael W. Gamble both have their doctoral degrees in communication from New York University. Teri is a full professor of communication at the College of New Rochelle, and Michael is a full professor of communication at New York Institute of Technology in Manhattan. Both are award-winning teachers and have conducted seminars and short courses for numerous business and professional organizations across the United Sates. They are co-authors of several books including Public Speaking in the Age of Diversity, Contacts, Literature Alive and Sales Scripts that Sell. In recent years they have been actively involved in teaching communication skills to sales and marketing representatives for a number of corporations. In addition to the basic communication course, Teri and Michael have a wide interest in communication studies and have developed and taught a variety of graduate and undergraduate courses including gender and communication, leadership and team building, conflict management and negotiation, public relations and public relations writing, organizational communication, communication theory, communication law and ethics, writing for organizations, legal communication and trail consulting, sales communication, and the communication consultant as entrepreneur. Teri and Michael live in New Jersey. Their children have grown up with this text. Twenty-five year old Matthew is now a Doctoral Candidate in Molecular and Cell Biology preparing a dissertation in the field of transcription, and nineteen-year old Lindsay is a Division I Scholar/Athlete playing Soccer for a Big East university while she is pursuing a degree in Marketing and Entrepreneurship.

David G. Pugh and Terry R. Bacon (Durango, CO) are coauthors of Winning Behavior (0-8144-7163-3) and The Behavioral Advantage (0-8144-7225-7), and cofounders of the Lore Institute, a professional development and corporate education company. Bacon is also the author of Selling to Major Accounts (0-8144-0462-6).