Intro
Preface
Acknowledgment
Contents
About the Author
1 Follow the Course of the Road-The Preparation and Research Avenue
Abstract
1.1 Keep Your Sales Funnel Well-Filled
1.2 Qualifying and Disqualifying
1.2.1 Does the User Base of Your Medium Match the Target Audience of the Customer?
1.2.2 Looking at Your Existing Customer Lists
1.3 Where Can You Find New Customer Potentials?
1.4 In Slices or in One Piece? Call in One Piece!
1.5 Calculate Your Ratios
1.6 The Importance of Trust and How it Arises
1.7 Knowing Your Customers
Reference

2 Turn Right-Conversation Starter with Pattern Interruption
Abstract
2.1 The Phone Call with the Head Office
2.2 The Phone Call with the Assistant
2.2.1 The Technique of the Counter-Question
2.2.2 The Expert Technique I
2.2.3 Expert Technique II
2.2.4 The Methodology of Universally Transferable Statements
2.2.5 The Please-Help-Me Technique (Benjamin Franklin Effect)
2.2.6 The Role-Reversal Technique
2.2.7 The Amazement Technique
2.3 The Phone Call with the Decision Maker
2.3.1 Step 1: The Conversation Opening with the Anticipation Technique

2.3.2 Step 2: Building Trust
2.3.3 Step 3: Addressing Indisputable Personal Facts
2.3.4 Step 4: The Reason for Your Call
2.3.5 Step 5: Ask for Permission to Conduct Needs Assessment
References
3 Follow the Course of the Road-The Needs Analysis
Abstract
3.1 The Goal Assist
3.2 Be the Doctor
3.3 Shut Up and Listen!
3.4 Gain the Customer's Trust
3.5 Who Asks, Leads
3.6 Top Sat Nav Questions in the Needs Analysis
3.7 The Power of Questions
3.8 The Popular One Asks Many Questions
3.9 Distance Zones According to Edward T. Hall-Each Question in its Own Time

3.10 Questioning Techniques in Sales Conversations
References
4 Accelerate-Making the Appointment
Abstract
4.1 Appointment with Reference Technique
4.2 Appointment with the Assumption Technique
4.3 Appointment Scheduling with the Perfect-World Technique
4.4 "I Can See You Through the Phone!"-Interview with Telemarketing Specialist Udo Peilicke
5 Diversions-Objections, Pretexts and Their Treatment
Abstract
5.1 The Law of Six
5.2 The Objection Handling as the Simplest Process in Sales
5.3 Handle Objections. Not Pretexts
5.3.1 The Pretext Terminator

5.3.2 Objection Handling Techniques
5.3.3 The Structure of Objection Handling
5.3.4 The Astonishment Technique
5.3.5 The Conditional Technique
5.3.6 The Provocation Technique
5.3.7 The Wish Technique
5.3.8 The Disaster Technique
5.3.9 The Perfect-World Technique
5.3.10 The Scenario Technique
5.3.11 Eleven Objection Handling Techniques at a Glance
Reference
6 No Speed Limit-Opening the Appointment with Trust Building
Abstract
7 Route Agreement-Have the Customer Confirm the Need
Abstract
8 Only a Few More Meters-The Presentation of the Offer
Abstract