Selling to Anyone Over the Phone

A New Approach

In the past, many telephone salespeople were trained in a very aggressive—and not very consultative—approach to securing business. Most potential customers today are not only turned off by an in-your-face, dominant approach but are also enlisting increasingly elaborate means to avoid taking calls. Selling to Anyone Over the Phone teaches you how to effectively reach and become a decision-making partner with the customer. An important distinction you will learn in this book is the noncombative, constructive technique of the successful sales phone call.

Using personality matching and the consultative selling approach, you will become the kind of professional salesperson who can immediately identify a customer’s personality type ...