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Selling to Anyone Over the Phone | 
 enlarge | Authors: Renee P. Walkup, Sandra Mckee
Publisher: AMACOM
Category: Book
List Price: $14.95
Buy Used: $1.83
You Save: $13.12 (88%)
New (32) Used (18) from $1.83
Rating:  25 reviews
Sales Rank: 58622
Media: Paperback
Pages: 208
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 8.8 x 5.9 x 0.7
ISBN: 0814472842
Dewey Decimal Number: 658.872
EAN: 9780814472842
Publication Date: August 30, 2005
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
Condition: Standard used condition.
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Product Description
The phone is the most important tool most sales professionals will ever use, especially now that companies are cutting back travel budgets and other sales-related expenses. But few sales professionals have ever had any real training in how to sell over the phone; at most they are given a script and some talking points. Effective phone selling means tailoring the approach to each individual customer, and Selling to Anyone Over the Phone shows how to do it much better. This priceless tool will help salespeople: * build rapport * identify and adapt to personality types * generate excitement about a business or product * listen for information that will lead to a sale * control voice inflection and tone * consistently close more deals over the phone Customers are busier than ever and are being more and more selective in their purchases and business relationships. In a clear, reader-friendly tone, Selling to Anyone Over the Phone shows sellers how to develop truly exceptional phone skills and close more sales faster.
Book Description
"The phone is the most important tool most sales professionals will ever use, especially now that companies are cutting back travel budgets and other sales-related expenses. But few sales professionals have ever had any real training in how to sell over the phone; at most they are given a script and some talking points. Effective phone selling means tailoring the approach to each individual customer, and Selling to Anyone Over the Phone shows how to do it much better. This priceless tool will help salespeople: * build rapport * identify and adapt to personality types * generate excitement about a business or product * listen for information that will lead to a sale * control voice inflection and tone * consistently close more deals over the phone Customers are busier than ever and are being more and more selective in their purchases and business relationships. In a clear, reader-friendly tone, Selling to Anyone Over the Phone shows sellers how to develop truly exceptional phone skills and close more sales faster."
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| Customer Reviews: Read 20 more reviews...
 Practical and Enjoyable Way to Learn How to Sell Over the Phone November 25, 2008
Andrea Samadi (Phoenix, Arizona)
As an educational sales rep, my company, Pearson, purchased a copy of this book for the inside sales team, and we worked through each chapter, week by week. Each week, a new team would present the concepts to the rest of the group, and we enjoyed this interactive way of learning. We had fun analyzing our personality types, and even guessing other people in the company. Then, we went back to the phones to see if we could implement these new concepts. Each chapter has a practical exercise and activity so we can actually implement the new concepts to experience results. I recommend this book for summer workshops to help sales teams improve their selling skills over the phone. Andrea Samadi, author of The Secret for Teens Revealed: How Parents, Teachers, and Teenagers Can Inspire Leadership and Transform Lives
 Covered in Yellow Hightlighter September 11, 2008
M. Byrne
Packed with quality information. I bought 3 books, read them all. This was the best.
 Buy a different book! August 21, 2008
Uma Truman (Los Angeles, CA)
2 out of 3 found this review helpful
This book is useless. The manner in which it is written is trite and patronizing. For example,
"As a professional salesperson, you know all about features and benefits. It's just like everyone knows that you wash your hands after going to the bathroom..."
Reading sentences like this piss me off. GET TO THE POINT. GLAD YOU FEEL THE NEED TO TRY AND INSULT ME. I BOUGHT YOUR STUPID SALES BOOK, MAYBE, JUST MAYBE, I DONT KNOW.
And it doesn't get any better. On that same page you get to this line,
"There are basically only five benefits of in the business world, regardless of what you sell: 1. Saving time, 2. saving money, 3. increasing revenue, 4. reducing stress, 5. improving productivity."
Well, lets see, the mother of all phone salespeople: Stockbrokers.
Stocks don't really fit neatly into any of those catagories. It's a bet, its a gamble and it's to make money. Increasing revenue!?! Is that stupid for Making Money? BECAUSE NOTHINGS MORE CLEAR THAN "MAKING MONEY."
Great book August 4, 2008
EB (NJ, USA)
I got this book for my husband, and he really likes it. It gives some good suggestions that you can apply to your sales strategies and is really well written while not over your head.
Communicating to Anyone Over the Phone March 9, 2008
Ron Draluck (Georgia)
Renee Walkup's book is essential for anyone in business. This book is about communication. Having a great website,fantastic marketing programs,and followup systems are meaningless without proper telephone communication. Read the book, pick up the phone, and and you will be rewarded with increased productivity.
Ron Draluck Push Button Investing in Real Estate
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