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PEAK Personality Type Assessment
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PEAK Personality Type Assessment
by Karen Robinson - CEO of PrimePoint Media, Sandra McKee, Renee P. Walkup
Selling to Anyone Over the Phone
Copyright
Advance praise for Selling to Anyone Over the Phone:
Foreword
Acknowledgments
Introduction
How Effective Is Your Phone Selling?
A New Approach
The Challenge
Phone Selling—The Logical Choice
Polishing Your Phone Sales Tools
Taking Charge
Getting Yourself Revved Up!
Finding Potential Customers and Classifying Leads
Refining the Basics
Maintaining Professionalism
Selling with Integrity
The Payoff
The PLAYING Process
Use a Process Strategy
Plan for Your Call
Listen to the Customer
Ask High-Value Questions
Yak Less
Involve Your Customer
Negotiate to Clarify Close
Gain a Commitment
The Payoff
Identifying Personality Types Over the Phone
The Precise Customer
The Energized Customer
The Assured Customer
The Kind Customer
Personality Matches
Salesperson’s Quick Reference Extra: The Salesperson ↔ Customer Match
The Payoff
Getting Gatekeepers to Work for You
Voice Mail
Live Person Answering the Phone
Gatekeeper Partnerships
E-Mail as a Gatekeeper
Faxes
The Payoff
Planning and Tracking
Information to Be Gathered
Company Records → Getting Leads
Your Record Keeping
Time/Cost Trade-Off
Dispelling the 80/20 Rule of Sales
Customer Prioritization
Creating Efficiencies in Daily Activities
The Payoff
Setting Up for Success
Prior Prep
Guidelines for a Successful Call Day
Appointment Security
Call Openers
Persistent or Pest?
The Payoff
Listening Through the Words
Personality Style Listening
The Listening Challenge
Obstacle Challenges
Attitude Challenges
The Payoff
Asking High-Value Questions
The Relationship
Questions Qualify
Questions Establish Credibility
Questions Guide the Process
Questions Uncover Needs
Questions Deepen Relationships
Guidelines for High-Value Questions
Questions for Personality Styles
The Payoff
Selling Through Objections
Value of Objections
Never Let Them “Hear” You Sweat
Techniques for Handling Objections
Confirmation
Situational Stress Management
Personality-Type Objection Patterns
The Payoff
Negotiating the Close
Avoid Dangling Features
Check In
I-N-V-O-L-V-E Your Customer
Eliminate Buyer Anxiety
Anticipate Personality and Risk
Advance the Sale
Ask for the Business
Negotiate by Personality
Seal the Close
The Payoff
PEAK Personality Type Assessment
Personality Profile
Powerful Proposals That Sell
To Prepare
Components of the Proposal
Table of Contents
Customer Applications
Capabilities and Solutions
About the Authors
Index
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The Payoff
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Personality Profile
Appendix A. PEAK Personality Type Assessment
Personality Profile
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