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by Renee Walkup (Author), Sandra McKee (Author)
This easy-to-follow guide for salespeople trying to generate product excitement over the phone provides quick strategies to help you boost your success rate.
As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee have included new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries.
Selling to Anyone Over the Phone teaches you how to:
- ensure callbacks,
- build trust,
- partner with decision makers,
- and use personality-matching techniques to build connections with and relate to people they can't see face-to-face.
Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Over the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals.
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As companies cut back on their field reps and face-to-face contact becomes rare, sales success increasingly means selling on the phone. Whether you're a seasoned telesales professional or a newcomer just pulled in from the field, Selling to Anyone Over the Phone is the one book that will radically improve your sales numbers, no matter what the product or how bad the economy.
This completely revised edition takes a no-excuses, hands-on approach, from generating better leads to fine-tuning your message to partnering with decision makers. And it's packed with all-new chapters on using cutting-edge technology-- such as delivering engaging presentations via webinars and teleconferencing as well as composing text messages that are appropriate and effective--and on communicating with people from diverse cultures and countries to close more deals. Updated chapters include new material on establishing ongoing trust relationships over the phone, as well as sample conversations that clearly show what works and what doesn't; valuable insider tips, such as a simple trick that guarantees your appointments won't be cancelled; lists of "freeze questions" to avoid; sidebars on a "greener way to do business"; "talk tip" features from one of the hottest sales trainers today; and much more. Don't get stuck in bad habits that prevent you from reaching your goals. Instead, let this new edition of a bestselling sales classic give you the specific tactics you need for talking (and listening) your way to success! Renee P. Walkup is a sales and sales-management consultant with over 20 years of experience. She is a nationally recognized professional public speaker, a course facilitator at the American Management Association, and the president of SalesPEAK, Inc., a sales performance company. Sandra McKee is a professional career coach, a corporate trainer, a senior professor at DeVryUniversity, and the author of five other books.Author Biography
RENEE P. WALKUP is a sales and sales-management consultant with over 20 years of experience. She is a nationally recognized professional public speaker, a course facilitator at the American Management Association, and the president of SalesPEAK, Inc., a sales performance company.
SANDRA MCKEE is a professional career coach, corporate trainer, and a senior professor at DeVry University.
