Selling By Phone / Edition 1 available in Paperback
- Pub. Date:
- McGraw-Hill Professional Publishing
Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key resultsdramatically higher sales and stronger customer relationshipsregardless of the product or service being sold. Linda Richardson,a pioneer in consultative selling,demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. Includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.
|Publisher:||McGraw-Hill Professional Publishing|
|Product dimensions:||5.90(w) x 8.90(h) x 0.76(d)|
About the Author
Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.
Table of Contents
Part I: Opening.
Objections and Resolutions of Objections.
Part II: The Six Critical Skills.
How the Six Critical Skills Work Together.
Part III: Preparing for the Telephone Sales Call.
A Basic Telephone Selling System.
Telephone or Face-to-Face? Getting to the Decison Makers.
Telephone Call Formatting.
Part IV: Prospecting.
Getting the Appointment.
Part V: Special Situations.
Special Telephone Situations.
General Office Telephone Etiquette.
Final Tips for Telephone Selling.