Josiane Chriqui Feigon’s SMART SELLING ON THE PHONE AND ONLINE: Inside
Sales that Gets Results (AMACOM; September 22, 2009; $17.95 Paperback) is
just what inside sales professionals have been waiting for: a comprehensive
training sourcebook written just for them. A pioneer of the Sales 2.0
movement and one of high tech’s most in-demand “inside sales” trainers, Josiane has mastered inside sales from inside the cubicle to the mind of the
customer. And, now she’s created a cubicle must-have based on her
time-tested TeleSmart10 System, the sales 2.0 training methodology on which
she has trained Fortune 500 sales professionals from Apple, Cisco,
Microsoft, Oracle and more for nearly two decades.
“Inside salespeople selling B2B can generate up to 50 percent of a
business’s revenue, prospecting, selling to and managing customers at the
highest levels of an organization,” says Feigon. “What’s often missing,
however, is the proper training necessary for these professionals to be as
effective as possible, and that’s where the system I have developed comes
in.”
Built on 10 easy-to-learn, must-have skills keyed to the sales cycle, the
simple, step-by-step processes in SMART SELLING ON THE PHONE AND ONLINE will
help sales pros to:
Ø Beat “sales paralysis” once and for all by crafting a new opening
statement, creating an original e-mail template and generating fresh
questions that transform hang-ups and rejections into new prospects and
closed deals.
Ø Navigate around obstacles and gatekeepers to gain access to the
decision makers and power buyers.
Ø Sell in sound bites, not long winded speeches. Remember, executives’
time is valuable, don’t waste it.
Ø Make presentations that have real selling power by keeping the focus on
the needs of the customer.
Ø Ask the right question to reveal customer needs.
Ø Prioritize and manage their time so that more of it is actually spent
selling.
Ø Turn frustration into success – and sales!
ABOUT THE AUTHOR
Josiane Chriqui Feigon is President and Founder of TeleSmart
Communications, a global training and consulting company based in San
Francisco that specializes in inside sales. Her organization provides
consulting, coaching and training for scores of Fortune 500 companies –
including Apple, Cisco, Microsoft and Oracle – whose global inside sales
organizations range from 20 – 800 salespeople.
