Selling to anyone over the phone - Walkup, Renee P. (AMACOM, American Management Association, 2011)
Includes index
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
"Selling over the phone requires more than just reading from a script. This guide shows sales pros what they need to know to dial their way to success."--Resource description p