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

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

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

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Zusammenfassung

Demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and more. This book includes worksheets to help readers test their skills and hone their teleselling techniques for various types of clients and sales situations.

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

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

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. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. It includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Über Linda Richardson

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.

Inhaltsverzeichnis

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.

Zusätzliche Informationen

GOR001934251
9780070523760
0070523762
Selling by Phone: How to Reach and Sell to Customers in the Nineties Linda Richardson
Linda Richardson
Gebraucht - Sehr Gut
Broschiert
McGraw-Hill Education - Europe
1995-01-31
288
N/A
Die Abbildung des Buches dient nur Illustrationszwecken, die tatsächliche Bindung, das Cover und die Auflage können sich davon unterscheiden.
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