- Paperback: 220 pages
- Publisher: Holt (Henry) & Co ,U.S.; First Edition edition (Jun 1998)
- Language English
- ISBN-10: 0805040986
- ISBN-13: 978-0805040982
- Product Dimensions: 20.6 x 13.7 x 1.8 cm
- Average Customer Review: 4.0 out of 5 stars See all reviews (7 customer reviews)
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Amazon Bestsellers Rank:
327,094 in Books (See Top 100 in Books)
- #15 in Books > Business, Finance & Law > Sales & Marketing > Telemarketing
- See Complete Table of Contents
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Product Description
Synopsis
Offers step-by-step instructions for generating leads, qualifying prospects, servicing accounts, getting repeat orders, and generating referrals over the telephone.
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Customer Reviews
Most Helpful Customer Reviews
10 of 10 people found the following review helpful
Format:Paperback
Hi Readers,
I bought this book last week. I'm a sales manager and have read a lot of sales, marketing and personal improvement books, and listened to many CD's on the subject. I follow the new model of selling.
This book starts with how to increase profits using telephone selling and give some practical advice on how to setup a sales operation on the phone, basics scripts, closes, handling gatekeepers and some extra tips.
Being in telephone sales for a few years now i found that this book was more aimed at business that have not done telephone selling before. It covers the basics but i don't think the 'sales skills' would cut in my office. Very basic. One good section was handling gatekeepers, but the rest was fairly obvious.
some of the advice was; Use a phone that is clear and good quality, and if you call and the line is busy, call the next person.
Its not all bad, as i say its ok for setups, but wouldn't recommend for sales people or managers looking for new ideas and skills.
I'd stick with Brian Tracy Advanced Selling Strategies.
I bought this book last week. I'm a sales manager and have read a lot of sales, marketing and personal improvement books, and listened to many CD's on the subject. I follow the new model of selling.
This book starts with how to increase profits using telephone selling and give some practical advice on how to setup a sales operation on the phone, basics scripts, closes, handling gatekeepers and some extra tips.
Being in telephone sales for a few years now i found that this book was more aimed at business that have not done telephone selling before. It covers the basics but i don't think the 'sales skills' would cut in my office. Very basic. One good section was handling gatekeepers, but the rest was fairly obvious.
some of the advice was; Use a phone that is clear and good quality, and if you call and the line is busy, call the next person.
Its not all bad, as i say its ok for setups, but wouldn't recommend for sales people or managers looking for new ideas and skills.
I'd stick with Brian Tracy Advanced Selling Strategies.
23 of 25 people found the following review helpful
Format:Paperback
I got so much more out of this book than the title suggests! Mr. Robert W. Bly takes the time to help you go over what you really want out of your prospecting and presenting efforts. He points out the flaws in the cold-hearted, selfish motives for sales, and shows how putting the customer's goals first, always helps you achieve your goals later. Then, he gives you step-by-step points for writing your own script and presentation plan. Beyond just cold-calling, this book can help you with every new prospect you meet and that, oh so vital, first few minutes of interaction.
This book is a treasure. Want to make more money? Want to learn how to really sell on the phone? This is the book! I have purchased and read some books on teleselling but this one is the best. Specific strategies that work! This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day. Highly recommended.
8 of 9 people found the following review helpful
Format:Paperback
This book became my next best friend! I am just starting work with sales and learning how to be the best sales person I can be. It is not easy task but it may be much easier that I thought having this incredible book as my coach.
I am working with people around the globe, and it is very important to have clear goals, and a working system that you can rely on. Robert Bly remember us to use common sense, and teach us the sales process step-by-step in a way that doesn't matter if you are in America, Europe or Asia, you learn what you need to learn and how to be a better professional, at the same time I am having much more fun in doing my job right, and helping my customers to get a better deal for themselves.
I am working with people around the globe, and it is very important to have clear goals, and a working system that you can rely on. Robert Bly remember us to use common sense, and teach us the sales process step-by-step in a way that doesn't matter if you are in America, Europe or Asia, you learn what you need to learn and how to be a better professional, at the same time I am having much more fun in doing my job right, and helping my customers to get a better deal for themselves.
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Most Recent Customer Reviews
waste of time...
complete waste of time. this book is aimed more at someone who is starting their own business from their bedroom and needs telesales skills to get the business up and running. Read more
Published 8 months ago by Gcrikey
An excellent quick fix for telesales
I read this book in 2 days and it had an immediate impact on my attitude and determination.
This book is great if you are stuck in a rut and are struggling to find a way to... Read more
This book is great if you are stuck in a rut and are struggling to find a way to... Read more
Published on 20 Feb 2003 by Adam
An excellent quick fix
This book gives excellent up-front tips and strategies ideal for anybody who is stuck in a rut and needs a few ideas. Read more
Published on 19 Feb 2003 by Adam
The Best Book Out There For Anyone Selling Over The Phone!
For someone just starting out in the sales business or someone that has been doing it for years, this book will be considered your bible. Read more
Published on 11 Jan 1999
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