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

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

In Stock
$11.99
+10% GST
Demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and more. This book includes worksheets to help readers test their skills and hone their teleselling techniques for various types of clients and sales situations.
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Selling by Phone: How to Reach and Sell to Customers in the Nineties Summary


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

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.

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About Linda Richardson


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.

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.

Additional information

GOR001934251
Selling by Phone: How to Reach and Sell to Customers in the Nineties by Linda Richardson
Linda Richardson
Used - Very Good
Paperback
McGraw-Hill Education - Europe
1994-12-22
288
0070523762
9780070523760
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.