How to Say It to Sell It:
Key Words, Phrases, and Strategies to Build Relationships, Boost Revenue, and Beat the Competition!
Sue Hershkowitz-Coore

CONTENTS

Acknowledgments
Introduction

Part I: Keys to Successful Sales Conversations

Chapter 1: Listening to Overcome Objections
Listen For Points of Agreement
Listen For Their Hidden Question
Talk about How You Agree
When You Can't Agree, Listen Again
Offer Your Solution and the Next Step

Chapter 2: Using Tools of Persuasion
Talk About the Elephant in the Room
Tell Them What You Can Do – Not What You Can’t
Eliminate Common Selling Mistakes
Nobody Wins With Win-Win
Align Your Body Language with Your Words

Chapter 3: Become Your Customer to Sell It
Pay Attention to Your Prospect
Sell to Customers the Way They Want to Buy
Adapt Your Communication Style to Theirs

Part II: Selling It on the Phone

Chapter 4: Cold Calling with Confidence
Expect Yes!
Determine the Result You Want From the Call
Prepare Relevant Questions to Keep Them Engaged
Plan Your Approach, Pitch and Closing Step
Find REAL Prospects
Make the Call

Chapter 5: Using Voicemail to Start and Maintain the Sales Conversation
Create Messages They Want to Return
Tips to Enhance Cold Call Success
Make Your Outgoing Voice Message Sell

Part III: High Impact Presentations that Sell

Chapter 6: Structuring the High Impact Sales Presentation
Open With a Compelling Argument
Provide Your Solution
Present Your Conclusion
Ask For the Next Step
Take Control of the Q&A

Chapter 7: Preparing for a Powerful Presentation
Be Careful What You Tell Yourself
Present Prepared and Poised
Create Questions to Ask and Answer
Prep the Room for Maximum Attention
Set the Stage for a Professional First Impression
Be Ready – for Anything

Chapter 8: Making the Sales Presentation Come Alive
All Business is Show Business!
Get Them Involved
Add Humor
Presenting to “Friends”
Part IV: Selling It in Writing

Chapter 9: The Secret to Persuasive Sales Writing
Plan Your Message
Write It!
Check Your Writing
Give Them a Reason to Respond to You
Make Sure Your Message is Clear to Them
Give Good News Before Bad

Chapter 10: Getting Your Email to Sell for You
Subject Lines that Sell
Greetings
Say It Clearly and Concisely
Close with Care
Mind Your Email Manners

Conclusion
About the Author [TK]

Paperback, 210 pages, $11.95 (plus shipping and handling)*

*Purchasers are responsible for all shipping charges, duties, taxes, brokerage fees, and/or import fees imposed by the country of import. Please check with your customs office for details.

Back to Books and Learning Tools