This text features the specific skills and techniques of selling effectively over the phone. It emphasizes "consultative selling" rather than "product selling" and gives tips on how consultative selling can be initiated, developed and continued over the phone, using specific techniques and strategies. The book is designed for sales people in any industry who sell any product.
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.
Number Of Pages: 288
Published: 22nd December 1994
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 15.4
Weight (kg): 0.4
Edition Number: 1