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Selling to Anyone Over the Phone [Paperback]

Renee P. Walkup , Sandra Mckee
4.0 out of 5 stars  See all reviews (1 customer review)
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Book Description

1 Sep 2010
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.


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Product details

  • Paperback: 224 pages
  • Publisher: Amacom; 2 edition (1 Sep 2010)
  • Language: English
  • ISBN-10: 0814414834
  • ISBN-13: 978-0814414835
  • Product Dimensions: 22.6 x 15.2 x 1.3 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 677,218 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Authors

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Product Description

From the Back Cover

As companies cut back on their field reps and face-to-face contact becomes rare, sales success increasingly means selling on the phone. Whether you’re a seasoned telesales professional or a newcomer just pulled in from the field, Selling to Anyone Over the Phone is the one book that will radically improve your sales numbers, no matter what the product or how bad the economy.

 

This completely revised edition takes a no-excuses, hands-on approach, from generating better leads to fine-tuning your message to partnering with decision makers. And it’s packed with all-new chapters on using cutting-edge technology— such as delivering engaging presentations via webinars and teleconferencing as well as composing text messages that are appropriate and effective—and on communicating with people from diverse cultures and countries to close more deals.

 

Updated chapters include new material on establishing ongoing trust relationships over the phone, as well as sample conversations that clearly show what works and what doesn’t; valuable insider tips, such as a simple trick that guarantees your appointments won’t be cancelled; lists of “freeze questions” to avoid; sidebars on a “greener way to do business”; “talk tip” features from one of the hottest sales trainers today; and much more.

Don’t get stuck in bad habits that prevent you from reaching your goals. Instead, let this new edition of a bestselling sales classic give you the specific tactics you need for talking (and listening) your way to success!

 

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.

Sandra McKee is a professional career coach, a corporate trainer, a senior professor at DeVryUniversity, and the author of five other books.

 

About the Author

Renee P. Walkup (Atlanta, GA) 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.

Sandra McKee (Sugar Hill, GA) is a professional career coach, corporate trainer, and a senior professor at DeVry University.


Inside This Book (Learn More)
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Most Helpful Customer Reviews
4.0 out of 5 stars Top tips 20 Aug 2013
Format:Paperback|Verified Purchase
Bought as a second hand book, great condition.
A book every sales person should read.

This arrived in good time, good reading and great to share around the office
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.4 out of 5 stars  35 reviews
11 of 12 people found the following review helpful
5.0 out of 5 stars Do you talk on the phone? You NEED this book! 31 Aug 2007
By Brownell Landrum - Published on Amazon.com
Format:Paperback
The biggest block for most salespeople is picking up the phone. With a wealth of useful information Walkup helps eliminate that fear and actually makes you look forward to it. Every person who sells - or talks - on the phone needs to read this book!
16 of 19 people found the following review helpful
5.0 out of 5 stars Forget 5 Stars: These Ladies are ROCK STARS... 14 Jan 2008
By Stephen Remer - Published on Amazon.com
Format:Paperback
... when it comes to selling over the telephone!! Renee Walkup & Sandra McKee have created a superb guide to selling over the telephone. This isn't your standard "smile when you talk" stuff. These two "get it" that selling over the phone is a totally different beast than selling in person, and that's what makes this book stand out from the many like it.

Another thing that makes this book stand out from a lot of books on the same subject is that it covers the entire sales cycle, not just prospecting. It covers it from a phone perspective. You CAN'T see your customers when you are talking to them (or more importantly, listening to them) over the telephone, so the book gives you a game plan to size up the attitudes of the different people you come into contact with.

The book also gives you an action framework that covers the entire sales cycle, pointing out all along the way the nuances and challenges inherent in telephone selling. All I can say, having completely read the book and having put many of its principles into practice, is that it would be a bargain at ten times the price. Check out their web site (SALESPEAK) as well. There's useful content along the same lines there.
10 of 11 people found the following review helpful
5.0 out of 5 stars Must read 20 Aug 2005
By A. Nucifora - Published on Amazon.com
Format:Paperback
Good selling is always a combination of art and science and Renee Walkup has done a great job in covering both bases. This is a book that supplies the explanation, the understanding and the nitty gritty needed to get the job done. For anyone who wants to succeed on the phone, this is the book to help them do it.
7 of 7 people found the following review helpful
5.0 out of 5 stars Excellent sales book which goes well beyond the basics of phone selling 17 Jan 2009
By Dana Stetson - Published on Amazon.com
Format:Paperback|Verified Purchase
This book serves as a great sales basics book for newer sales people, however, there are many valuable messages for all sales people regardless of experience.

The most valuable section of the book, in my opinion, is chapter 8; Asking High-Value Questions.

Phone selling can never be a personal as is in-person field sales so it is even more important to ask valuable and insightful question towards understanding the customer's needs, and building a valuable relationship.

The simple recommended question in the book: "Tell me about your situation" is a very powerful way to get into the head of the customer. I had never used this phrase before but intend on doing so regularly in the future.
9 of 10 people found the following review helpful
5.0 out of 5 stars A must read for any salesperson! 17 Aug 2005
By J. Hogan - Published on Amazon.com
Format:Paperback
I have been involved in selling technology products for over 25 years. With shrinking margins, changing business models and fierce competition, it is important to make every second of your day count. Renee is full of great advice on managing your time and - most importantly - managing the selling process. Follow her advice and your bottom line will improve!
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