- Paperback: 150 pages
- Publisher: Metamorphous Press,U.S.; Highlighting edition (1 July 1993)
- Language English
- ISBN-10: 1555520472
- ISBN-13: 978-1555520472
- Product Dimensions: 21.7 x 14 x 1.7 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 641,978 in Books (See Top 100 in Books)
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Customer Reviews
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
Format:Paperback
This is an older book - so why do I care to write this review? Because it gives the reader the needed background to understand the other books Sharon Drew published. If you find her other books little overwhelming (as I did, and I mean in in a very good sense) you might want to have a second look at this older publication. Undoubtedly there are ideas that are enhanced and futher elaborated in the author's more recent work, but the explanations in the "Sales on the line" are detailed and clearly pave an intelectual path towards the fully developed argument in the "Buying facilitation", "Selling With Integrity: Serving the Spirit in Business" and just published "Dirty Little Secrets: Why Buyers Can't Buy and Sellers Can't Sell, and What You Can Do About It!" (Fall 2009).
If you feel her approach is what is needed, but in the same time lack a more detailed understanding of the concrete steps to take, this older book might help you very much in the process. I do admit I have read author's other work before this older book, so my understanding and interpretation of the older book is heavily influenced by my depening knowledge and appreciation for the concept Sharon Drew is suggesting.
Whatever is your approach, do not think this is an OLD book. The ideas migh be surprisingly new to even old seasoned sale professional.
This is a book that should have been part of our professional libraries since it first appearance... I wish I had read it earlier.
If you feel her approach is what is needed, but in the same time lack a more detailed understanding of the concrete steps to take, this older book might help you very much in the process. I do admit I have read author's other work before this older book, so my understanding and interpretation of the older book is heavily influenced by my depening knowledge and appreciation for the concept Sharon Drew is suggesting.
Whatever is your approach, do not think this is an OLD book. The ideas migh be surprisingly new to even old seasoned sale professional.
This is a book that should have been part of our professional libraries since it first appearance... I wish I had read it earlier.
2 of 3 people found the following review helpful
Format:Paperback
This is a really effective book for anyone who wants to improve their phone 'consultancy' type selling skills. Having been both a retail buyer and a marketing manager for many years I can relate to the techneques, skills and beliefs outlined really working well.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
3 reviews
11 of 12 people found the following review helpful
Wow , what a great model for phone sales
8 Feb 2000
Format:Paperback
This book is a breakthrough with doing business over the phone. It is informative and detailed in the productivity that it can achieve. I keep the book nearby when I make calls and use the references constantly. My clients now buy from me instead of me selling. This book is a must for all who are in the search for a competitive edge.
3 of 3 people found the following review helpful
NLP For Telephone Sales
25 April 2003
Format:Paperback
I recently switched fields from direct in-home sales to an inside B2B Sales rep (not telemarketing!) and this book has been a great read as well as a fountain of ideas and creativity!
The author offers sound advice on how to create rapport with the person on the other end of the phone. This is difficult since we cannot (yet anyway) see the person we're speaking with. You read in modern sales manuals about matching or mirroring body positions and postures yet few to none of these guru taught books say squat about how to do this over the phone! Enter Sharon Drew Morgan to the rescue!
Typical face-to-face communication is 7% word selection, 38% tone and inflecton and 55% BODY LANGUAGE. However when you're on the phone, Morgan points out that when you throw out the Body Language, your voice tone and inflection is 83% and word choice is a mere 17% important!
Morgan also offers some solid strategies to get and maintain rapport and she explains the "We Space" concept quite well. If you work in inside sales such as advertising, catalogs, etc., this book will be a beneficial boon for you to get, study and apply.
1 of 1 people found the following review helpful
The complete guide to telephone qualification for every sales force
27 Oct 2008
Format:Paperback
Oh how I wish I had known about this book many years ago. This is the NY Times best selling book that launched SDM on her exploration of effective sales techniques. The advice is timeless and lays the groundwork for what she has continued to learn in Selling with Integrity and Buying Facilitation. I believe that she has written the complete guide to telephone qualification for every sales force. But it is more than that, her approach I think frees up most sales people to do a much better job in their entire approach. This is a quick ,easy read , but needs to be taken in with the rest of her material as she has covered a lot of ground since 1993.
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