Selling to anyone over the phone / Renee P. Walkup with Sandra McKee
- Setting up for success -- Managing time and information for profitability -- Identifying personality types over the phone -- Getting gatekeepers to work for you -- Asking high-value questions -- Listening and presenting -- Selling through objections -- Negotiating the close -- Using new technology in phone sales -- Selling to customers from other cultures.
- "As companies cut back on their field reps and face-to-face contact becomes rare, sales success increasingly means selling on the phone. Whether you're a seasoned telesales professional or a newcomer just pulled in from the field, Selling to Anyone Over the Phone is the one book that will radically improve your sales numbers, no matter what the product or how bad the economy." "This completely revised edition takes a no-excuses, hands-on approach, from generating better leads to fine-tuning your message to partnering with decision makers. And it's packed with all-new chapters on using cutting-edge technology---such as delivering engaging presentations via webinars and teleconferencing as well as composing text messages that are appropriate and effective---and on communicating with people from diverse cultures and countries to close more deals." "Updated chapters include new material on establishing ongoing trust relationships over the phone, as well as sample conversations that clearly show what works and what doesn't; valuable insider tips, such as a simple trick that guarantees your appointments won't be cancelled; lists of "freeze questions" to avoid; sidebars on a "greener way to do business"; "talk tip" features from one of the hottest sales trainers today; and much more." "Don't get stuck in bad habits that prevent you from reaching your goals. Instead, let this new edition of a bestselling sales classic give you the specific tactics you need for talking (and listening) your way to success!"--BOOK JACKET.
- 9780814414835 (pbk.)
- Includes index.
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