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

Häftad, Engelska, 1995

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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.

Produktinformation

Utgivningsdatum1995-01-31
Mått149 x 226 x 17 mm
Vikt385 g
FormatHäftad
SpråkEngelska
Antal sidor288
FörlagMcGraw-Hill Education
ISBN9780070523760

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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.