Selling to Anyone Over the Phone

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

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.

Inhaltsverzeichnis

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

Details

Erscheinungsjahr:	2022
Fachbereich:	Allgemeines
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
ISBN-13:	9780814414835
ISBN-10:	0814414834
Sprache:	Englisch
Ausstattung / Beilage:	Paperback
Einband:	Kartoniert / Broschiert
Autor:	Walkup, Renee
Hersteller:	AMACOM
Maße:	229 x 152 x 13 mm
Von/Mit:	Renee Walkup
Erscheinungsdatum:	10.08.2022
Gewicht:	0,374 kg

Artikel-ID: 101043525