Selling by Phone: How to Reach and Sell to Customers in the Nineties

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  • Edition: 1st
  • Format: Paperback
  • Copyright: 1994-12-22
  • Publisher: McGraw-Hill Education
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Even though you spend much of your time selling by phone, you probably think of the telephone as a less-effective means of selling than face-to-face sales. Think again! Because now there's an entirely new way to use the phone to accomplish your sales objectives--from making contacts to presenting ideas, from closing a deal to building a loyal base of repeat clients. What's more, these sophisticated and up-to-date methods have been shown to work for all sales, whether of a product, a service, or an idea. Book jacket.

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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