Renee Walkup

Selling to Anyone Over the Phone Softcover

• Broschiertes Buch

Produktbeschreibung

It's a fact: more and more organizations are scaling back on their in-the-field sales operations. Today's sales pros have to build relationships and close deals over the phone in less time than ever before. This fully updated second edition of Selling to Anyone Over the Phone is the salesperson's ready-reference guide for generating the kind of product excitement that will ensure callbacks, partnering with gatekeepers and decision makers using personality-matching techniques, and generally boosting success rates. Including new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries, this revised edition features trust-building tips, an invaluable appendix on handling customer com plaints, new sample call dialogs, and all the specific, tactical techniques readers need to develop truly exceptional phone skills that will win over even the most reluctant customers.

Produktdetails

• Verlag: AMACOM
• Seitenzahl: 226
• Erscheinungstermin: 10. August 2022
• Englisch
• Abmessung: 229mm x 152mm x 13mm
• Gewicht: 374g
• ISBN-13: 9780814414835
• ISBN-10: 0814414834
• Artikelnr.: 30368377

Autorenporträt

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.

Inhaltsangabe

CONTENTS
Acknowledgments
Introduction: Selling "Double Green”
Chapter 1: Setting Up for Success
Chapter 2: Managing Time and Information for Profitability
Chapter 3: Identifying Personality Types Over the Phone
Chapter 4: Getting Gatekeepers to Work for You
Chapter 5: Asking High-Value Questions
Chapter 6: Listening and Presenting
Chapter 7: Selling Through Objections
Chapter 8: Negotiating the Close
Chapter 9: Using New Technology in Phone Sales
Chapter 10: Selling to Customers from Other Cultures
Appendix A: PEAK Personality Type Assessment
Appendix B: Handling Customer Complaints Effectively
Appendix C: How to Present Powerful Proposals That Sell
Index