Product Description

For one of the fastest growing segments of the sales profession, this second edition is welcome. Offering hundreds of new ways to break the ice and complete a sale, it also gives classic tools from the first edition, proven by sales reps and managers. "Ideal for new and veteran sales reps alike, here is the perfect primer for a tough, rewarding job."--The Wall Street Journal.

Product Details

• Amazon Sales Rank: #193506 in Books
• Published on: 1989-06-02
• Original language: English
• Number of items: 1
• Binding: Paperback
• 288 pages

Features

• ISBN13: 9780814477182
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

Review
Experienced and new sales reps alike benefited from the practical information on various sales techniques, your comments were very motivational. -- Lee Nicholson, Sales Manger Hewlett Packard

Our reps respond to your non-theoretical approach and the ease by which they were able to adopt your principles to their job. -- Peter Muldowney, Marketing Director, 3M

Your program will give all our key players a firm foundation on which to build and develop the skills yo become true salespersons and not just order takers. -- Bill Joiner Senior VP Marketing, Gainer Bank

Review

"Ideal for new and veteran sales reps alike, here is the perfect primer for a tough, rewarding job." --The Wall Street Journal

Customer Reviews

Selling techniques over the phone, etc.
The author did a very good job of sticking to his objective of only teaching you cold calling techniques; that is, techniques to get the appointment, not techniques on how to sell once you got that appointment. He had many, many good ideas; some of which I learned, some of which I knew but had to be reminded of. I would recommend his book to anyone wanting to do a better job at cold call prospecting. The one big negative I would say about this book is that he took too many pages to get his points across, much too verbose. I got tierd of reading it, and kept telling myself, OK, when is he going to get to the point. Other than that, I would highly recommend the book.

Phenomenal coaching from a real-life sales superstar !
First of all, my career background touches
many fields, such as computers, internet,
customer service, sales, telemarketing,
insurance, finance, telecommunications
and so on.

In a previous existence or job, I handled
thousands of outbound sales calls, mixed
with inbound, as well.

I've done veyr well well in my field, but also,
I've witnessed some sales superstars with equal
and sometimes, even better sales experience and
results than my own.

Reading the 260 pages of this book, by Mr Lee Boyan,
I have to admit this man is the right man to coach
veteran and newbie sales reps alike.

The door-to-door selling, or in personal sales,
coupled with telemarketing or outbound sales,
advice is obviously, plainly based in reality.

Frequently, the advice he gives, I find I've been
practicing many of those points all along, by
learning through my own mistakes, but also, by
knowing what worked the best, and by natural talent,
and also, by picking up from co-workers.

The bottom line, is that this book will easily FINE-TUNE
your own techniques, approaches. It will inform you
of new skills, perhaps you've never used in a job
situation (either on the phone, or in person, or
setting appointments). It will make you realize of many
small tricks you felt were "your own" but actually, are
techniques all pros should be using, all the time, on
the job.

This book was written 1983, and then revised in 1989,
yet it feels like it was written this year !!!

That's how good it is.

Learn how to prospect
Boyan's book is essentially a book about prospecting and turning those prospects into appointments with potential customers. He teaches readers to present themselves as problem solvers to potential customers' concerns. The emphasis throughout the book is placed on the customers. Boyan devotes a chapter to customer psychology and gives consideration to the reasons why customers make purchasing decisions. Although somewhat simplified, his suggestion for addressing a customer's concern by paraphrasing it so the customer feels like you understand him, and then offering a solution can be used in a number of ways to persuade customers to make an appointment with you. The only problem is he only presents one way to address a customer's concerns and pretty soon the customer catches on to your technique and stops listening to you. But still I recommend it. It's worth [the price], and the techniques presented in this book have lead me to make appointments with customers that eventually lead to $5,000 aluminum siding sales, $8,000 kitchen remodeling sales, and $4,000 windows sales.