Linda Richardson

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

• Broschiertes Buch

Produktbeschreibung

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.

Produktdetails

• Verlag: McGraw Hill LLC
• Seitenzahl: 288
• Erscheinungstermin: 22. Dezember 1994
• Englisch
• Abmessung: 228mm x 151mm x 20mm
• Gewicht: 426g
• ISBN-13: 9780070523760
• ISBN-10: 0070523762
• Artikelnr.: 21665174

Autorenporträt

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

Inhaltsangabe

Part I: Opening.Client Needs.Positioning Product/Idea.Objections and
Resolutions of Objections.Closing/Action Step.Follow-Up.Part II: The Six
Critical Skills.Presence.Relating.Questioning.Listening.Positioning
Product.Checking.How the Six Critical Skills Work Together.Part III:
Preparing for the Telephone Sales Call.A Basic Telephone Selling
System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone
Call Formatting.Part IV: Prospecting.Getting the Appointment.Part V:
Special Situations.Special Telephone Situations.General Office Telephone
Etiquette.Final Tips for Telephone Selling.