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Selling by Phone: How to Reach and Sell to Customers in the Nineties (Paperback)

by Linda Richardson (Author) "In selling there is a simple rule: "Give before you get ..." (more)

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This item: Selling by Phone: How to Reach and Sell to Customers in the Nineties by Linda Richardson

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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by Linda Richardson

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This item: Selling by Phone: How to Reach and Sell to Customers in the Nineties by Linda Richardson
In stock.
Dispatched from and sold by Amazon.co.uk.
This item Delivered FREE in the UK with Super Saver Delivery. See details and conditions
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by Linda Richardson
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Product details

Paperback: 288 pages
Publisher: McGraw-Hill Professional (1 Jan 1995)
Language English
ISBN-10: 0070523762
ISBN-13: 978-0070523760
Product Dimensions: 22.4 x 15.2 x 2 cm

Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)

Amazon.co.uk Sales Rank: 470,773 in Books (See Bestsellers in Books)
Popular in these categories:
#28 in Books > Business, Finance & Law > Sales & Marketing > Telemarketing
#72 in Books > Business, Finance & Law > Sales & Marketing > Multi-level

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Product Description

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results - dramatically higher sales and stronger customer relationships - regardless of the product or service being sold. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. It includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Book Description

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results--dramatically higher sales and stronger customer relationships--regardless of the product or service being sold. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. Includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Inside This Book (Learn More)

First Sentence
In selling there is a simple rule: "Give before you get." Read the first page

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	93% buy the item featured on this page: Selling by Phone: How to Reach and Sell to Customers in the Nineties 5.0 out of 5 stars (1) �8.09
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Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars How to book on selling by phone - and it is!, 14 Feb 2002

By A Customer

As a sales coach and trainer I read this with a very critical eye expecting it to be the usual wishy washy waste of time that most sales books are. Wrong.

Linda knows what she is trying to achieve and achieves it. Linda faces the belief that telephone selling is secondary to face to face selling head on and embraces the new millenium.

In a practical no nonsense approach she starts with the approach and planning, looks at critical skills required, how to prospect, how to deal with objections and how to close. She includes work sheets that you can adapt and some critiques on calls and laguage.

A great book for any sales person who has to use the phone whether they are just starting out on their sales career or improving their skills. Something here for everyone - if you can't find something then you're not trying!

I was going to write a book on telesales and now I might not bother!

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