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Selling to Anyone Over the Phone by [Walkup, Renee P., McKee, Sandra]
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Selling to Anyone Over the Phone Kindle Edition

4.0 out of 5 stars 1 customer review

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Length: 205 pages Word Wise: Enabled

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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 is a sales and sales-management consultant with seventeen years of experience. She is a course facilitator at the American Management Association, a popular public speaker and the leader of SalesPEAK, a sales performance organisation.

Sandra McKee is a professional coach, a motivational speaker, and a professor at DeVry. She has written articles for Small Business Opportunities and is the author of three books.

Product details

  • Format: Kindle Edition
  • File Size: 1546 KB
  • Print Length: 208 pages
  • Publisher: AMACOM (30 Aug. 2005)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B000PY3CSS
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Not Enabled
  • Average Customer Review: 4.0 out of 5 stars 1 customer review
  • Amazon Bestsellers Rank: #1,023,283 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Top Customer Reviews

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: HASH(0x950292dc) out of 5 stars 39 reviews
8 of 8 people found the following review helpful
HASH(0x9439f09c) 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.
11 of 12 people found the following review helpful
HASH(0x9505f984) 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!
18 of 22 people found the following review helpful
HASH(0x945fe588) 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.
9 of 10 people found the following review helpful
HASH(0x942fff78) out of 5 stars For beginning beginners who are just starting only. 7 Feb. 2009
By J W - Published on Amazon.com
Format: Paperback Verified Purchase
I am UNIMPRESSED by this book. The first fifty pages read like a Junior High School essay - the book seem to be trying to convince the reader that it contains valuable knowlege, which it then fails to deliver. There are some good ideas in there, but you have to mine through trite platitudes and shamefully plain observations to get to them. I don't recommend this one unless you are an absolute beginner in phone sales - or rather, a beginner in talking on the phone.
9 of 10 people found the following review helpful
HASH(0x94521558) 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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