Tele-Sales

How to Get Business on the Telephone

By: Kerry L. Johnson MBA PhD

Narrated by: Kerry L. Johnson MBA PhD

Length: 6 hrs and 57 mins

Publisher's summary

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.

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.

©2015 Kerry Johnson (P)2015 Gildan Media LLC

1 chapter in, and already impresses

I took my chances and purchased the book with no reviews at all, and it was a great decision as I can tell that Kerry knows what he's talking about! I'm in the telesales business for a year now and this book is exactly what I need.

One of the Best Audiobooks for Phone Sales!

One of the Best Audiobooks for Phone Sales! You should listen to it several times.

Good listen

Tele sales is hard. It is not supposed to be easy. You need to listen to audiobooks like this one and pull inspiration and wisdom from these types of audiobooks.

Great book despite being a little outdated

What did you love best about Tele-Sales?

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.

What was one of the most memorable moments of Tele-Sales?

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!

What about Kerry L. Johnson MBA PhD’s performance did you like?

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.

Was there a moment in the book that particularly moved you?

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.

Any additional comments?

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!

great information.

book helps put the calling process on paper. gives you great information to draft your own opening and scripts.

Effective & Immediately Applicable Material

No fluff toolkit of priceless phone sales strategies. Will be using most if not all presented material immediately. I already feel much more confident about setting sales appointments over the phone just from reading this book.

Great listen

This book is good for anyone who wants to know how to approach prospects on the phone and learn techniques to do so

the information is dated but still mostly relevant

although I was not able to find a date for this information it appears it was from the mid 1980 s early 1990 s and I would say the information is still 80% relevant today as a sales mana
ger in the phone business in 2016.

That moment when you realize you were an amateur..

What did you love best about Tele-Sales?

I love Dr. Kerry Johnson's breakdown of the sales process. His understanding and knowledge of selling over the phone go far beyond my own comprehension. In fact, I am now on the 2nd listen of his book to fully understand the finer details of this man's sales ability. His voice inspires me to work on my vocal patterns to become smoother, Dr. Johnsons sales skills opened my eyes that I have been a rookie in the game this last two years. A lot of content you learn over trial and error, which makes you better, but not more efficient. This man and this book has easily saved me years of trial and error work, I believe by copying the methods and tools this book has given me that I truly will see a complete 360 in my sales production. So far, after my first listen, I employed several of the techniques he covered. Heres a real example of what has happened that has never happened to me before except on those rare luck occasions..I called my prospects corporate office..and using his techniques was able to identify that the Gatekeeper was not a secretary but a receptionist. Knowing that a receptionist is there to help the caller get to their destination, I used his methods and was able to be transferred to the CEO. I again followed his methods, gave a slight takeaway that his company might not get approved as there are strict requirements but that if his company was approved that I guaranteed the benefit my services would provide. His response was eye opening...he immediately responded with "What kind of requirements? My company was one of the first..." You get the idea..I haven't closed it but I have a definitive next step that my prospect and I are both aware of. The fact that I know and can understand where the sales process is, is sooo vastly important to me as a Regional Manager of sales. I do B2B and Tele-Selling in Merchant Services, and I gotta tell you we are by far the most hated on the phones' besides the IRS and Collection companies..

What did you like best about this story?

I liked that Dr. Johnson took the time to play clean crisp sounding audio recordings of actual sales calls. This has inspired me to keep records of my teams sales calls to help identify their weaknesses and improve upon their strengths.

Have you listened to any of Kerry L. Johnson MBA PhD’s other performances before? How does this one compare?

I have not. I can tell you that I am now looking for my next book on Audible...which will be a Dr. Kerry Johnson book no doubt.

Was there a moment in the book that particularly moved you?

Several. I felt as if every new section had an astonishing amount of content. It was truly eye opening to see what this man was saying, to understand where I had gone wrong in the past and to understand what I should have done instead.

Any additional comments?

Great book. I'm a fan of Brian Tracy and Zig Zigler. I feel like Dr. Kerry Johnson is the best of both. He has the smooth comical keep you listening voice skills like Zigler and he has the psychological understanding of the sales process down like Brian Tracy. In fact, I can see he was inspired by these two authors as he not only reiterates upon some of their material but he re words and adds new methods of understanding that allowed me as a listener to better understand the material. If your in any kind of sales, door to door or tele marketing...this book is all around as good as it gets for actual CONTENT and APPLICATION of SALES METHODS.

THE BEST BOOK ON COLD CALLING !

This book is filled with so many powerful tools to make you successful. To get the most out of it, you should listen to this book at least 5 times and take notes while you listen. You will be amazed at how much you will learn.