Dirk Zeller Tuesday, 6:12 am

It’s about gaining more respect, making more money, achieving more recognition, and closing more sales. It will aid you in the achievement of the goals and dreams you have locked inside of you for you and your family. There is a lifestyle and an amount of money out there that has your name on it. I am here to help you claim it.

It’s an honor for me to share with you my victories and failures in sales in a front row seat. I’m a firm believer that you learn more from failure than victory. My hope is that you will learn the important lessons from me, so you won’t have to repeat them for yourself. I firmly believe the Dummies^® group wanted me to write this book not because of my victories, but because of my failures that turned into victories.

Telephone Sales for Dummies^® is not a book of theory, but of “real stuff” that works. It’s packed with proven programs, processes, tested techniques, and tried-and-true skills, strategies, and scripts.

In a classic For Dummies^® fashion, the book is designed to give you easy access to the precise information you’re looking for. I have created it in a step-by-step format with lots of examples and scripts that you can use right now to advance your career. The techniques, scripts, skills, and strategies are ones that I have personally tested in my sales career along with thousands of other salespeople whom I have personally coached over a ten year coaching career.

Part 1: Picking Up on Telephone Sales

Part I presents an overview of the most important matters to master in order to achieve telephone sales success. I begin with a walk-through of the phone sales process in Chapter 1, then follow with ways to increase sales and income in Chapter 2. “Do Not Call” regulations are untangled for easy understanding in Chapter 3.

Part 2: Laying the Groundwork for Telephone Sales Success

Phone sales success requires plenty of groundwork before you place a finger on the first touchtone. And the best foundation for a Champion effort is to create the game plan. Chapter 4 takes you step-by-step through that process. What’s the definition of a prospect? A future client. Chapter 5 covers the what, who, when, why, and how of prospecting for business. In Chapter 6, I show you how to overcome that common malaise: call reluctance. I identify the 12 strains, and reveal my sure cure. Chapter 7 addresses another challenge to your sales endeavors: time management. Hey, it’s your most valuable asset, so making the most of your time is always a good investment.

Part 3: You Make the Call!

The call is the core of telephone sales. And—no surprise—making a call that closes is a complex process. It can be easily mastered though if you have a handle on the process and the players. Part III contains the “how-to” instructions for executing a winning call, starting in Chapter 8 with tips to get past the gatekeepers that guard your prospect’s phone access. In the following chapters, you learn how to craft an attention-getting opening, how to ask and listen before you tell and sell, and what questions garner the best answers. And, finally, Chapter 12 shows you how to smoothly shift into the delivery of your sales presentation.

Part 4: Going for the Close

So close to the close! This is one of the most critical stages of the sales process—the spot that can make or break the sale. This part contains the secrets to overcoming close barriers: Chapter 13 covers the most frequently cited objections and presents my six-step process for defusing them. In Chapter 14, I show you how to lock in your prospect’s commitment and close the sale now. Chapter 15 shows how you can turn a failed close into a future sale.

Part 5: Increasing Your Sales

Part V contains tips to help you “read” your clients and adapt your behavior to increase your odds of closing, no matter the prospect’s behavioral style. In Chapter 16, I cover different selling styles and show you how to make the most of yours. Recognizing your prospect’s communication style over the phone can be a challenge—Chapter 17 gives you the tools to meet that challenge. And finally, I give you tips to stay motivated through discipline, attitude, and ongoing training and professional development.

Part 6: The Part of Tens

Every Dummies^® book ends with the famous Part of Tens. In mine, you get four tip-packed chapters to help you: polish your delivery when talking on the phone; steer clear of “do-not-use” phrases; prepare for the most frequently heard objections, and abide by the ten commandments for phone sales success.


What you'll get:

	•	The 'Telephone Sales for Dummies®' book
	•	If you buy it from our website (instead of the online retailers) you'll get instant online access to my never-before-released training video, "The Secrets of Top Gun Agents" [$20.00 Value] for FREE.
	•	You'll also get instant online access to my never-before-released training video, "3 Steps to Solid Lead Follow-up" [$20.00 Value] for FREE.

To Your Achievement of Excellent in Life, Dirk Zeller, CEO RealEstateChampions.com