Includes bibliographical references and index.

What it takes to be a top producer : ten characteristics of top sales producers --
Better, smarter prospecting techniques : new cold calling techniques that work --
Dealing with resistance when prospecting : how to overcome initial resistance while cold calling --
You can't sell an unqualified lead : qualifying scripts to identify real buyers --
Other prospecting situations-and how to handle them --
Voice mail and email strategies --
How to close the sale --
How to deal with specific objections --
Winning closing techniques --
Follow-up strategies.

"Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass? If you're in sales, then the question isn't "Have you ever felt this way?", but rather, "How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value - hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You'll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren't, who else in their company or another department might be."--Publisher's description.