Preface
A lot has changed in the 10 years since I wrote this book.
Technology has become quite mainstream. Sales professionals now use computers, cell phones, PDAs, e-mail, and the Internet to do their work. At the same time, laws have changed about using the telephone to sell, making it more challenging to effectively use the telephone.
In spite of all of the change, one thing has remained constant: the fact that the telephone is still the best and most direct way to generate new business.
Selling is a relationship business. In order to sell something, you need to get to know your customers. You need to understand their needs. How are you going to do this without developing a personal relationship?
Whether you sell exclusively by telephone or ...
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