Selling by Phone: How to Reach and Sell to Customers in the Nineties
How to Reach and Sell to Customers in the Nineties
Published on 31. January 1995
Book
Paperback/Softback
288 pages
978-0-07-052376-0 (ISBN)
Description
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. It includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.
More details
Language
English
Place of publication
United States
Publishing group
McGraw-Hill Education - Europe
Target group
Professional and scholarly
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 16 mm
Weight
424 gr
ISBN-13
978-0-07-052376-0 (9780070523760)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
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.
Content
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.