Book description
It’s a fact: more and more organizations are scaling back on their in-the-field sales operations. Today’s sales pros have to build relationships and close deals over the phone in less time than ever before. This fully updated second edition of Selling to Anyone Over the Phone is the salesperson’s ready-reference guide for generating the kind of product excitement that will ensure callbacks, partnering with gatekeepers and decision makers using personality-matching techniques, and generally boosting success rates. Including new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries, this revised edition features trust-building tips, an invaluable appendix on handling customer complaints, new sample call dialogs, and all the specific, tactical techniques readers need to develop truly exceptional phone skills that will win over even the most reluctant customers.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Contents
- Acknowledgments
- Introduction: Selling “Double Green”
- Chapter 1: Setting Up for Success
- Chapter 2: Managing Time and Information for Profitability
- Chapter 3: Identifying Personality Types Over the Phone
- Chapter 4: Getting Gatekeepers to Work for You
- Chapter 5: Asking High-Value Questions
- Chapter 6: Listening and Presenting
- Chapter 7: Selling Through Objections
- Chapter 8: Negotiating the Close
- Chapter 9: Using New Technology in Phone Sales
- Chapter 10: Selling to Customers from Other Cultures
- Appendix A: PEAK Personality Type Assessment
- Appendix B: Handling Customer Complaints Effectively
- Appendix C: How to Present Powerful Proposals That Sell
- Index
Product information
- Title: Selling to Anyone Over the Phone, 2nd Edition
- Author(s):
- Release date: September 2010
- Publisher(s): AMACOM
- ISBN: 9780814414842
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