Don't Get Hung Up! The telesales book on how to sell by phone

A practical book for anyone who sells by phone

Don't Get Hung Up! is the book Jenny Cartwright wrote for people who make their living on the phone. It gathers the strategies she used on her own sales calls, and has since taught to teams across Australia, into one book you can keep within reach of your desk.

Every technique is short and practical, so that you can read it over breakfast, try it before lunch and finish the day knowing exactly what to say when a prospect pushes back. That feeling of being ready for anything is what keeps good salespeople dialling.

It is also an enjoyable read. Between the techniques you'll find case studies of telesales campaigns, funny stories from business people about their own phone selling, and cartoons that help the lessons stick.

What does the book teach you?

There are over 200 strategies in the book, covering the whole call from the first hello to the follow-up. Among them:

• A little-known way to get through the gatekeeper
• Three simple tips to build rapport quickly
• Seven ways to ask questions that make people want what you offer
• A formula for writing a telephone script that works
• Five strong ways to overcome any objection
• Four strategies for prospects who sit on the fence
• Free and easy ways to ask for referrals
• How to overcome call reluctance for good

Want a taste of Jenny's style first? Her free articles on getting past the gatekeeper and overcoming call reluctance cover two of the book's favourite topics.

Who is this telesales book for?

Anyone who does business by phone. That includes salespeople, telemarketers, receptionists, call centre teams, network marketers and business owners who make their own calls. It is especially useful in insurance, finance and banking, mortgage broking, real estate and recruitment, where so much new business starts with a phone call.

If you are new to sales, it gives you a structure to follow, so that the phone stops feeling like a threat and starts feeling like your best tool. If you have been selling for years, it hands you new ideas to test, so that your calls regain their spark and you look forward to the next one.

Paperback or eBook: how ordering works

Choose the paperback for A$29.95 if you like a book you can underline and keep beside the phone, or the eBook for A$27 if you would rather read on a screen. Payment is handled securely through PayPal, and you can pay by card there even without a PayPal account.

Paperbacks are posted to you, with free postage within Australia and A$10 postage to anywhere else. The eBook is sent to you by email once your payment has gone through.

About the author, Jenny Cartwright

Jenny Cartwright has more than 30 years in sales and marketing and has personally trained more than 95,000 people. From 1991 to 1997 she used direct mail and telemarketing to achieve record sales for the Australian events of Anthony Robbins, Tom Hopkins, Zig Ziglar, Jim Rohn and Denis Waitley, making around 100 calls a day. That is why the book reads like advice from someone who has done the job, not studied it.

She was named Telemarketer of the Year in 1995 and holds the Certified Speaking Professional designation. Read Jenny's full story, or see how she can work with your people directly through in-house telesales training for sales teams.