WILEY Pick Up The Phone and Sell: How Proactive Calls to Customers and Prospects Can Double Your Sales

I first heard Alex speak at an executive retreat for leaders of professional design firms. While many of my peers wondered why this guy was talking about sales, I realized that what he spoke about applied directly to what landscape architects, architects and engineers do for their clients each day. We work hard to help our clients achieve their goals by selling them what they need. His sales approach applies equally well to professional services as it does to selling tangible goods. Alex teaches you key concepts that are your basis for building your sales. These are that your clients like you, they value you what you do for them, and they want to give you more work if you only ask them for it. Alex’s approach changed mine. Alex’s writing style is to the point. The messages in later chapters reinforce points made earlier in the book. This approach builds your confidence as you read his books. He shares truths that most “Seller-Doers” miss having never taken a sales course or seminar. Alex has helped me gain a new perspective on sales. His new book, “Pick Up The Phone and Sell” teaches you how to use the telephone proactively to sell and earn more. He provides guidance on how to approach different types of calls with different types of clients. This book is a must read for everyone in business.

The use of the phone for selling has had a bad rap over the years. Especially in the last 3 when people have proposed that “cold calling is dead”. This idea has now been debunked. Of course, the use of the phone isn't always for Cold or Smart Calling and Alex details all the ways it can be used as a highly effective sales tool with those people you know. All this in just a short time period each day. Everything in the book is used by Alex and his customers to grow businesses. He provides a framework for selecting people to call. And includes Planners and Trackers to help discipline yourself to call the right people. He also includes talk tracks to adapt to your own style and help you start. I see these techniques as especially valuable to SMEs and Business Owners because they offer an effective method to follow up with people you already know. Many people have an aversion to using the phone and Alex discusses the importance of mindset and how to alleviate that fear. I have 2 of Alex's other books. This one builds on them with further practical methods to help grow your business. Highly Recommended!

Alex delivers again with a simple system to start using or restart using an awesome sales tool. This book will rekindle your belief in ,and help you discover the potential results of using the phone as a powerfull sales tool Steve Kelsey

I found Alex by listening to a pod cast from a speaker I saw in person and was instantly hooked. Alex has put forth a book that lines out how to be better. Sales organizations talk about how to be consultative vs. transactional for long term sales, this book shows you a process that can help you achieve long term success if you care to do this. Being in sales for a few years, and I know I should do this, and this book set it up so simply that, that if I choose to not do this, I throw money out the window. Alex created a very readable book that can any sales person can grow their skills and sales from. Highly recommend picking this up, reading it and applying to your daily sales routine.

Only this week, had yet another conversation on the phone about how rare it is to receive calls nowadays and how many professionals are afraid of the phone as a communication tool and a way to build relationships. Every communication method has it's place, but as this book highlights, we have an incredibly powerful tool that nearly every other human being we know also possesses, yet there is a general fear of using it for what it was originally designed for. The author builds on his other excellent publications with this book. I have seen some comments on the scripts. They are, of course, generic. However adapt them and you have good building blocks to start applying the methods in the book. It's not rocket science, indeed in isolation, I am sure most of us know the points the author makes in each chapter. What most of us don't do, is join up the dots of our knowledge into a working system that delivers results. So in short, the parts that are relevant to you, take and apply on a day to day basis. The results do follow.