- Paperback: 112 pages
- Publisher: Management Pocketbooks; Reprint edition (3 Jan 1998)
- Language English
- ISBN-10: 1870471393
- ISBN-13: 978-1870471398
- Product Dimensions: 14.4 x 10.4 x 0.8 cm
- Average Customer Review: 4.7 out of 5 stars See all reviews (3 customer reviews)
- Amazon Bestsellers Rank: 321,136 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
This pocketbook contains advice and ideas for anyone who uses the phone to generate sales. It covers handling incoming and outgoing calls, dealing with complaints and closing the sale. The author begins by looking at the psychology of selling and then moves on to map the four key steps to making the sale. There are too profiles of the main personality types and suggestions for winning them over. The practical nature of this book is clearly evident from the sample Q&As between prospect and salesperson which demonstrate how to deal with a range of concerns. Illustrations throughout the book.
About the Author
Peter Wyllie has worked in sales, sales management and training for more than 30 years.
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
4 of 4 people found the following review helpful
Format:Paperback
This book is an essential guide for anyone involved in Telesales or tele-marketing. It is easy to use, great for self-motivation aswell as being a useful tool for Team Leaders and Managers in busy call centres. Giving confidence to new telesales people and refreshing skills with the more experienced. I have found it a great help - Thanks Peter Wyllie!
1 of 1 people found the following review helpful
Format:Paperback
Full of useful tips and hints. Easy to read format. So good that my manager bought one for every member of the sales team !
Well worth buying.
Well worth buying.
Format:Paperback
First although this says telesales it is just as applicable to sales meetings. If it is telesales you want to develop this book is second to none - it might be a very small book but it will have a huge impact on your business! The basics on telesales are obvious but how often do we all apply them? Do you smile before you dial every time? Do you keep records on your calls/meetings and did you know standing up increase you conversion rate.
The book goes on through other areas including the importance of vocal skills, preparation, example scripts, complaint handling, the questioning process, target setting, getting past the gate keeper, selling to different personality types, objection resolution and much much more.
I would highly recommend this book - it will only take you a couple of hours to read and if you apply even just a few of the principles within your organisation you will see an improvement in sales conversion rates
The book goes on through other areas including the importance of vocal skills, preparation, example scripts, complaint handling, the questioning process, target setting, getting past the gate keeper, selling to different personality types, objection resolution and much much more.
I would highly recommend this book - it will only take you a couple of hours to read and if you apply even just a few of the principles within your organisation you will see an improvement in sales conversion rates
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