Dr. Kerry Johnson is an international speaker, a coach, and the best-selling author of seven books, including Peak Performance and Behavioral Investing. In this audiobook he will make your telephone a profit center.
Some of the skills you'll learn are:
The 3 best closes to use on the phone
How to book appointments
What to say when someone says, "I'm not interested"
How to avoid telephone tag
How to get your calls returned
How to beat "call reluctance"
Includes a detailed reference guide.
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Great book despite being a little outdated
Amazing book. I have done phone sales for over 10 years and this book has truly helped me refine my skillset. Very in depth examples of different scenarios helping you every step of the way from the gatekeeper to the close.
The recorded calls of Kerry applying his techniques is one of my favorite parts of the book. I would love to listen to him make cold calls for hours. He's very good at putting fear at the door and executing exactly what he tries to teach you. If you can stop and say to yourself "I'm never going to see these people if it goes poorly, so what's there to be afraid of?" and just go execute his advice as he tells you while customizing the message for your product, you'll make sales!
Very kind voice, making it easy to listen to. I drive between LA and SF a lot so audiobooks are my best friend. He is easily one of the best narrators I've had the pleasure of listening to. I even turn the book on when driving only a few minutes.
Just the simple things you don't think about. I have never had formal sales training, it's always been my learning and adjusting so I've missed out on some key foundation of selling concepts. Such as: never asking how someone is doing when you get them on the phone. It's phony and generic and doesn't help the call. However, I have to say that Kerry offers enough great advice that I can't pick just one.
Kerry will help you learn to sell on the phone. He can't sell it for you. If you're in the position to (I know a lot of people aren't that's why they listen to audiobooks) I recommend you take notes as you listen. I had to drive while listening so I couldn't note things like I wanted to but if there's one book I've listened to that deserves avid note taking, it's this one! He has a lot of pointers as he walks you through each step of the phone-sale process. The gatekeeper, the intro, the hook, the close. TAKE NOTES!
1 chapter in, and already impresses