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The 250 Power Words That Sell

Book Description

Game-changing terms every salesperson should know

Wouldn't you like your prospects to know that you can help them develop new solutions, create substantial efficiencies, and improve profit margins? In order for them to even give you the time of day, though, you'll need to be prepared with the words and phrases that will get you in the door.

Stephan Schiffman, America's number-one corporate sales trainer, has gathered a powerful list of words and phrases that every successful salesperson needs in order to gain the competitive edge, leave a lasting and positive impression, and ultimately make a sale. Pulled from his sessions and key discussion points, these important terms will help you:

  • Turn leads into prospects.
  • Learn more about your clients' needs.
  • Convey the ability to meet your clients' demands.
  • Overcome objections during negotiations.
With The 250 Power Words That Sell, you will watch your performance soar as you beat out the competition and surpass quota every quarter!

Table of Contents

  1. Cover
  2. Title Page
  3. Contents
  4. Introduction
  5. Part I: What to say when you’re Prospecting
    1. Chapter 1: The Right Words for a Cold Call
      1. Cold Call Mechanics
      2. 1. Get the Person’s Attention
      3. 2. Identify Yourself and Your Company
      4. 3. Give the Reason for Your Call
      5. 4. Make a Questioning or Qualifying Statement
      6. 5. Set the Appointment
      7. “But I Don’t Want to Use a Script!”
      8. Sample Cold Call
    2. Chapter 2: How to Leave an Effective Voicemail
      1. The Two Ways to Leave a Voicemail
      2. Calling with a Company Name
      3. Calling with an Individual’s Name
      4. Working as a Team
      5. Dealing with Telephone Tag
      6. Cold Calling Messages
      7. Sample Voicemail and Follow-Up
      8. Voicemail
      9. Follow-up
    3. Chapter 3: The Best Words for E-mails
      1. The Subject Line
      2. Strong Subject Lines
      3. The Message Text
      4. Signatures That Resonate
      5. The P.S.
      6. Restate When Necessary
      7. Sample E-mail
    4. Chapter 4: Turning Around Common Responses
      1. The Four Most Common Responses
      2. “No Thanks, I’m Happy with What I Have”
      3. “I’m Not Interested”
      4. “I’m Too Busy”
      5. “Send Me Some Literature”
      6. Don’t Forget to Listen!
      7. The First Response Isn’t Worth Fighting Over
      8. Sample Objections Scenario
  6. Part II: What to say when you’re Interviewing
    1. Chapter 5: Getting the Interview Going
      1. Avoid Talking about Your Product Too Soon
    2. Chapter 6: Six Basic Questions
      1. Question Number One: What Do You Do?
      2. Question Number Two: How Do You Do It?
      3. Question Number Three: When and Where Do You Do It?
      4. Question Number Four: Why Do You Do It That Way?
      5. Question Number Five: Who Are You Doing It With?
      6. Question Number Six: How Can We Help You Do It Better?
      7. What’s in a Name?
      8. Sample Interview Scenarios
      9. Example 1
      10. Example 3:
    3. Chapter 7: The Power of Framing
      1. Look Beneath the Surface
      2. Frame Power!
      3. It Works!
      4. Specific Questions
      5. A Dream Come True?
      6. Beware of the Ritual Responses!
      7. Sample Framing Question Scenario
    4. Chapter 8: Finding Out about the Past and Future
      1. Why Not Just Ask?
      2. The Last Resort
    5. Chapter 9: The Art of Small Talk (That Isn’t Small)
      1. Example 1
      2. Learning from the Answers
      3. What Else Can You Do with Small Talk?
      4. Example 1
      5. More Questions to Ask about the Past
      6. Sample Dialogue
      7. Who’s in Charge?
      8. Focusing on the Past
      9. Example 1
      10. “You Want Me to Ask the Prospect What?”
  7. Part III: What to say when you’re Presenting
    1. Chapter 10: Active Listening
      1. The Salesperson as Helper
      2. The Importance of Note Taking
      3. Active Listening Scenario
    2. Chapter 11: What to Tell Prospects
      1. Starting Off Right
    3. Chapter 12: The Reason You’re There
      1. Take a Look at the View from the Audience
      2. Tell a Story
      3. Building Rapport
      4. Talk the Talk
  8. Part IV: What to say when you’re Closing
    1. Chapter 13: Overcoming Common Objections
      1. “I’ll Have to Think about It”
      2. Sample “I’ll Have to Think about It” Dialogue
      3. “It Costs Too Much”
      4. Sample Dialogue to Overcome “It Costs Too Much”
      5. Miscellaneous Objections
      6. What If I Get an Outright “No”?
      7. Sample Dialogue about “No”
    2. Chapter 14: Ask for the Deal
      1. Countering “No”
    3. Chapter 15: Follow Up with a Flourish
  9. Conclusion
  10. Appendix: Sample Sales Dialogues
  11. Copyright