Selling to anyone over the phone
"Selling over the phone requires more than just reading from a script. This guide shows sales pros what they need to know to dial their way to success."
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York : AMACOM, American Management Association ,
c2011
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| Edition: | 2nd ed |
| Subjects: |
Table of Contents:
- 1. Setting up for success
- 2. Managing time and information for profitability
- 3. Identifying personality types over the phone
- 4. Getting gatekeepers to work for you
- 5. Asking high-value questions
- 6. Listening and presenting
- 7. Selling through objections
- 8. Negotiating the close
- 9. Using new technology in phone sales
- 10. Selling to customers from other cultures