ISBN-10:
0070523762
ISBN-13:
9780070523760
Pub. Date:
12/01/1994
Publisher:
McGraw-Hill Professional Publishing
Selling By Phone / Edition 1

Selling By Phone / Edition 1

by Linda Richardson

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Overview

Selling By Phone / Edition 1

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results—dramatically higher sales and stronger customer relationships—regardless 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.

Product Details

ISBN-13: 9780070523760
Publisher: McGraw-Hill Professional Publishing
Publication date: 12/01/1994
Pages: 288
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.
Client Needs.
Positioning Product/Idea.
Objections and Resolutions of Objections.
Closing/Action Step.
Follow-Up.
Part II: The Six Critical Skills.
Presence.
Relating.
Questioning.
Listening.
Positioning Product.
Checking.
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.

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