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Telephone Sales For Dummies (For Dummies (Career/Education)) | 
 enlarge | Author: Dirk Zeller
Publisher: For Dummies
Category: Book
List Price: $19.99
Buy New: $9.57
You Save: $10.42 (52%)
New (39) Used (14) from $9.19
Rating:  13 reviews
Sales Rank: 417639
Media: Paperback
Pages: 288
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 9.1 x 6.1 x 0.7
ISBN: 0470168366
Dewey Decimal Number: 381
EAN: 9780470168363
Publication Date: November 28, 2007
Availability: Usually ships in 1-2 business days
Condition: New Book. May have a Remainder Mark
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Product Description
Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.
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| Customer Reviews: Read 8 more reviews...
 3.5 stars November 11, 2008
Marcus T. Brody (Long Island, NY)
I'd have to give this book 3 to 3.5 stars.
This book is CHOCK full of information, and is a pretty good read. The main points the author tries to drive home are the following: You MUST prospect a minimum of 15 hours a week, in order to be successful, sales is a numbers game, practice the HECK out of your sales pitch/script, and work long, hard hours to get ahead in sales.
As far as actual sales information, pitches, lingo, and so on, the book is weak and lacking. And it's even more lacking when you take your own individual personality into account. Granted, the author was a very successful Real Estate agent, but he seemed to be VERY professional, and didn't really seem to have a dynamic personality, like a lot of salespeople do. Some salespeople can sell, just with their personality alone. If people like & trust you in sales, you'll sell, bottom line. Not a lot of this was covered in the book. It was more geared to being prepared, persistant, and professional.
A lot of the proposed script ideas were good, not great. Again, they were a lot more 'textbook' and 'professional' than anything else. The book became sort of annoying towards the end, because the author just keeps repeating the same things over and over and over again. How many times do I really need to read about pre-call planning?!? Almost seems like the author was told you need "X" number of pages for us to publish this thing, and he just kept repeating things over and over so he'd fill his page quota.
With all of that said, I did get a lot of good stuff out of it. The motivational side of the book was very good, as was the important of persistence section, but other than that, I didn't think much of it. It was "good", not great.
 Telephone Sales for Dummies May 13, 2008
Tamara L. Chesnut (Eugene, OR)
1 out of 1 found this review helpful
This book is great for the salesperson who might be having trouble picking up the phone. I purchased this book after speaking to Dirk at the NAR conference in November, and so glad I did. The book is filled with tips, scripts and anecdote's to help you move through the fear of picking up the phone. (Nobody likes rejection, right?) Thanks Dirk for another great book.
Thank You Dirk Again May 1, 2008
Sandy K. Gleason (Idaho)
1 out of 1 found this review helpful
I picked up this book at the Real Estate Convention in Las Vegas. Being a Realtor I thought that calling was an aveune we could no longer use,
but after reading Telephone Sales for Dummies I have found a new way to
prospect. This book covers all the bases and has helped me in my business
many times over.. This is a must read.
Telephone Sales for Dummies April 29, 2008
Lee A. Sloan
0 out of 1 found this review helpful
Fabulous to encourage you to get over your blocks and pick up the phone and get that added edge to your sales umbrella!
 Telephone Sales for Dummies April 29, 2008
Jason D. Jacques (Brevard, NC USA)
Easy read! There is nothing new under the sun but this book brings it all together in an easy to read, organized format. Do exactly what it says and be rich! Thanks Dirk.
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