Shows you how to develop truly exceptional phone skills to close more sales.

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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.

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Product Details

• Amazon Sales Rank: #72114 in Books
• Published on: 2005-08-30
• Original language: English
• Number of items: 1
• Binding: Paperback
• 208 pages

Review
"will give you the scoop on everything you need to know to be more successful ..with phone sales." -- FrequentFlyer.oag.com

Review

"""In a day and age where wireless digital communication devices are everywhere, the telephone remains a primary tool for cementing client relationships and establishing meaningful contact with the prospect. That’s why Selling to Anyone Over the Phone is a must-read for the marketer or salesperson. This is the one book that provides the understanding and know-how to successfully work the phone, get to the decision maker, and close the sale. Follow its advice, and you need never fear phone rejection again.""

-- Alf Nucifora, CEO, Nucifora Consulting Group

""This is a must-read. In today's competitive marketplace, Walkup has written the definitive guide for making the phone one of your most valuable tools. Keep this book handy, refer to it often, and your bottom-line will grow.""

-- Mark LeBlanc, Small Business Success, author, Growing Your Business!

""Renee Walkup’s principles are critical for all salespeople’s success. For sales managers, this book is a MUST. With over 20 years in telecommunications, I can guarantee that her ""TELL ME"" approach will greatly improve your listening skills and generate 30 percent more customer activity, which will put significant money in your bank account.""

-- Norm Shapiro, President, TeleSource Communications, Inc.

""Selling to Anyone Over the Phone is very insightful and an excellent resource that will help any business professional sell and speak confidently in today's competitive business environment.""

-- Michael Gasca, Sr. Manager, iCare Services, SYSCO Corporation"

About the Author

Renee P. Walkup is a sales and sales-management consultant with over twenty 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. She lives in Atlanta, Georgia. Sandra McKee is a professional coach, a motivational speaker, and a senior professor at DeVry University. She has written articles for Small Business Opportunities and is the author of three other books. She lives in Sugar Hill, Georgia.

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Customer Reviews

Covered in Yellow Hightlighter
Packed with quality information. I bought 3 books, read them all. This was the best.

Buy a different book!
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
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.