Selling to anyone over the phone - Walkup, Renee P. (AMACOM, 2006)
Includes index
Polishing your phone sales tools -- The playing process -- Identifying personality types over the phone -- Getting gatekeepers to work for you -- Planning and tracking -- Setting up for success -- Listening through the words -- Asking high-value questions -- Selling through objections -- Negotiating the close
A script may be a useful tool, but truly powerful phone selling only happens when the approach is tailored to each individual customer. "Selling to Anyone Over the Phone" shows how to do it much better. This must-read resource for sales professionals will help them develop the exceptional phone skills they need to close more sales, more often! This book is crucial reading for anyone who does any selling on the phone - from field reps who sell on the phone occasionally, to full-time telesales reps. Full of practical, time-efficient techniques for connecting with each customer generating leads that translate into real customers and closing more sales faster