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Table of Contents
1 COVER
5 PART ONE: INTRODUCTION CHAPTER 1: THE LOST ART OF PROACTIVE CALLING IN THE SALES PROFESSION CHAPTER 2: AN EXECUTIVE SUMMARY: HOW TO PICK UP THE PHONE AND SELL CHAPTER 3: LEAD WITH THE PHONE: MAKE IT THE TIP OF YOUR SELLING SPEAR DEFINITION: WHAT IS A PROACTIVE CALL? PROACTIVE CALLS FEED THE SALES MACHINE PHONE FIRST: LEAD WITH THE PHONE THREE TO FIVE CALLS A DAY CHAPTER 4: THE PHONE IS THE SINGLE MOST EFFECTIVE AND UNDERUSED SELLING TOOL WE HAVE REASONS THE PHONE IS THE SINGLE MOST EFFECTIVE SELLING TOOL PHONE CALLS MAKE US SINGULARLY MEMORABLE, BUT EMAIL MAKES US FORGETTABLE WHAT ABOUT MEETINGS? CHAPTER 5: WHY WE AVOID THE PHONE PRACTICAL REASONS WE DON'T PICK UP THE PHONE MINDSET ISSUES FOR WHY WE DON'T PICK UP THE PHONE CHAPTER 6: THE PHONE COMPARED TO OTHER SALES COMMUNICATIONS PATHWAYS THE PROACTIVE CALL IN-PERSON MEETINGS VIDEO CONFERENCES TEXT MESSAGES HANDWRITTEN NOTES LINKEDIN AND OTHER SOCIAL MEDIA EMAIL CHAPTER 7: PLANNERS AND TRACKERS TO HELP YOU PICK UP THE PHONE AND SELL CREATE YOUR TARGET 60: A RUNNING LIST OF CUSTOMERS AND PROSPECTS YOU WANT TO COMMUNICATE WITH PLAN YOUR PROACTIVE CALLS FOR THE WEEK FINALLY, LOG YOUR CALLS
6 PART TWO: YOUR MINDSET AND YOUR PHONE CHAPTER 8: IT'S IMPOSSIBLE TO OUTSELL YOUR MINDSET SPORTS AS A PARALLEL WHY IT'S IMPOSSIBLE TO OUTSELL OUR MINDSET THE MINDSETS THAT MAKE PROACTIVE CALLING EASY THESE MINDSETS GO TOGETHER OUR MINDSET IS NEITHER FIXED NOR PERMANENT – YOU CAN DEVELOP IT CHAPTER 9: FEAR IS THE ENEMY OF PICKING UP THE PHONE ON FEAR IN SALES FEARS ARE NOT GROUNDED IN REALITY SO, WHAT DO WE DO ABOUT THIS FEAR? CHAPTER 10: LET'S TALK ABOUT OUR SPECIFIC FEARS AROUND PHONE SELLING REMEMBER THAT YOU'RE MOSTLY CALLING PEOPLE YOU KNOW THE FEAR: I DON'T WANT TO BE SEEN AS A USED CAR SALESPERSON. THE FEAR: I DON'T WANT TO BOTHER THE CUSTOMER. THE FEAR: THEIR PHONE IS ALREADY RINGING OFF THE HOOK. THE FEAR: IF THEY WANT TO TALK TO ME, THEY'LL CALL ME. THE FEAR: I DO NOT ENJOY GETTING PHONE CALLS, SO PEOPLE OBVIOUSLY DO NOT LIKE TO TALK ON THE PHONE. THE FEAR: NOBODY ANSWERS THEIR PHONE ANYWAY, SO WHY BOTHER? A FINAL NOTE ON FEAR – THESE ARE OUR DISCOMFORTS CHAPTER 11: BELIEVE IN YOUR VALUE AS MUCH AS YOUR CUSTOMERS DO CHAPTER 12: PERSEVERANCE IS A SALES SUPERPOWER THE DEFINITION OF PERSEVERANCE OURS IS A REJECTION PROFESSION SALES SUCCESS IS LIKE A RARE AND VALUABLE ROOKIE CARD PERSEVERANCE IS TWICE AS IMPORTANT AS TALENT OR TECHNIQUE THE NEXT EFFORT MAY BE THE ONE THAT GETS IT DONE PERSEVERANCE EVEN WHEN IT FEELS HOPELESS HAVE FAITH IN YOURSELF AND THE PROCESS TWO KINDS OF PERSEVERANCE THE CRITICAL IMPORTANCE OF MULTIPLE EFFORTS WHO DESERVES FOR US TO PERSEVERE? AND, AT THE TOP OF THE LIST OF THOSE WHO DESERVE FOR YOU TO APPLY PERSEVERANCE TO YOUR SELLING WORK: YOU! CHAPTER 13: THE FIRST PHONE CALL IS THE ANSWER! JUST MAKE THE FIRST PROACTIVE CALL.
7 PART