Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expertIn Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson's arsenal: the phone.From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don't know, this timely and important book includes:* A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com* Direction on how to use text messaging as an adjunct to phone sales* Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales* Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

Part One: IntroductionCh 1: The Lost Art Of Proactive Calling In The Sales ProfessionCh 2: An Executive Summary: How To Pick Up The Phone & SellCh 3: Lead With The Phone: Make It The Tip of Your Selling SpearCh 4: The Phone Is The Single Most Effective & Underused Selling Tool We HaveCh 5: Why We Avoid The PhoneCh 6: The Phone Compared To Other Sales Communications PathwaysCh 7: Planners & Trackers To Help You Pick Up The Phone & SellPart Two: Your Mindset & Your PhoneCh 8: It's Impossible to Outsell Your MindsetCh 9: Fear Is The Enemy of Picking Up The PhoneCh 10: Let's Talk About Our Specific Fears Around Phone SellingCh 11: Believe In Your Value As Much As Your Customers DoCh 12: Perseverance Is A Sales SuperpowerCh 13: The First Phone Call Is The Answer!Part Three: Cal Tactics, Mechanics and StrategiesCh 14: How Proactive Calls Can Fit In To Your Sales ProcessCh 15: Pre & Post-Call CommunicationsCh 16: What Time of Day Should You Call?Ch 17: How Many Calls Per Day?Ch 18: The Power of a Pomodoro TimerCh 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls ReturnedCh 20: An Effective Proactive Call Has Three PartsCh 21: Silence Will Make You RichCh 22: Why It's Critical To Log Your CallsPart Four: Who Should You Call? Mostly, Call People You KnowCh 23: You Know Hundreds of People Who Can Buy From You -- Call Them!Ch 24: Call Customers Who Can Buy More From YouCh 25: Call Customers Who Just Received Products Or ServicesCh 26: Call Customers Who Haven't Made Their Regular Purchase In A WhileCh 27: Call Customers Who Email You Orders & InquiriesCh 28: Call Customers Who Have a Quote or ProposalCh 29: Call Customers You Haven't Talked To In Three Months Or MoreCh 30: Call Customers Who Used To Buy From You, But StoppedCh 31: Call Customers Who Are House Accounts and Rarely Hear From Your CompanyCh 32: Call Prospects You've Talked To, But They Never Bought From YouPart Five: Cold Calls: Calling People You Don't Know...YetCh 33: An Important Note On Cold CallingCh 34: The Benefits of Calling People You Don't Know...YetCh 35: There Are No Cold Calls, So Stop Thinking About Them This WayCh 36: Finding Who To Cold CallCh 37: Scripts for Quickly Warming Up Cold CallsCh 38: Let's Focus on What We Can ControlAcknowledgementsAbout the AuthorIndex