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The Concise Guide to Telephone Tactics Graham Roberts-Phelps

The Concise Guide to Telephone Tactics von Graham Roberts-Phelps

The Concise Guide to Telephone Tactics Graham Roberts-Phelps

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Zusammenfassung

This is a comprehensive guide to using the telephone in business featuring numerous examples of best practice, how to use it for selling, gaining appointments and recovery of debt in a credit collection situation.

The Concise Guide to Telephone Tactics Zusammenfassung

The Concise Guide to Telephone Tactics Graham Roberts-Phelps

Everything you will ever need to know about using the telephone in business by expert sales trainer Graham Roberts-Phelps. It is divided into four sections; telephone tactics for customer satisfaction, gaining appointments, achieving better sales and credit collection by telephone.

Über Graham Roberts-Phelps

Graham Roberts-Phelps is a highly experienced trainer and consultant with clients across many different sector in UK, continental Europe and Asia.

Inhaltsverzeichnis

Part 1: Telephone Tactics For Customer Satisfaction; The telecommunications revolution; Creating a positive impression; Master the basics; Effective telephone guidelines; Helpful words and phrases; Advanced telephone rapport; Structuring a telephone call; Telephone skills assessment; Gathering information - key skills; Turning customer problems into opportunities; Confirming - key skills; Dealing with angry customers; Assertiveness on the telephone; Attitude; Telephone skills - best practice summary; Customer service - application assignments; Part 2: Gaining Appointments By Telephone; The importance of proactive prospecting; Sales is a numbers game; The most important step in the sales process; Ten top tips on making appointments; Making appointments: planning and preparation; Getting past gate keepers; How to structure a call; Cold-calling blues; 'Warm-calling': A three-step method to increase your sales; Ideal appointment times; Example call; Prospect tracking; Appointments - application assignments; Part 3: Achieiving Better Sales Results On The Telephone; How to get even better sales results; Customer focus; Selling and customer focus; An introduction to selling on the telephone; Structuring a sales call; Preparation, organisation and planning; Converting incoming calls into sales; Outgoing calls - working a list; Personal organisation; Activities levels; Voiced projection; The sales call; The voice that sells; Telephone sales questioning techniques; Features and benefits [FAB]; Developing FAB statements; People buy for different reasons; Handling objections and questions; Overcoming objections; Closing the sale; Ending the call; Telephone selling - application assignments

Zusätzliche Informationen

GOR004485226
9781854182784
1854182781
The Concise Guide to Telephone Tactics Graham Roberts-Phelps
Graham Roberts-Phelps
Gebraucht - Gut
Broschiert
Thorogood
20040501
152
N/A
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