Selling to Anyone Over the Phone
Autor Renee Walkup, Sandra McKeeen Limba Engleză Paperback – 31 aug 2010
As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee have included new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries.
Selling to Anyone Over the Phone teaches you how to:
- ensure callbacks,
- build trust,
- partner with decision makers,
- and use personality-matching techniques to build connections with and relate to people they can’t see face-to-face.
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Specificații
ISBN-13: 9780814414835
ISBN-10: 0814414834
Pagini: 224
Dimensiuni: 152 x 227 x 24 mm
Greutate: 0.38 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States
ISBN-10: 0814414834
Pagini: 224
Dimensiuni: 152 x 227 x 24 mm
Greutate: 0.38 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States
Descriere
This easy-to-follow guide for salespeople trying to generate product excitement over the phone provides quick strategies to help you boost your success rate.
As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee have included new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries.
Selling to Anyone Over the Phone teaches you how to:
As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee have included new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries.
Selling to Anyone Over the Phone teaches you how to:
- ensure callbacks,
- build trust,
- partner with decision makers,
- and use personality-matching techniques to build connections with and relate to people they can’t see face-to-face.
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CONTENTS
Acknowledgments
Introduction: Selling "Double Green”
Chapter 1: Setting Up for Success
Chapter 2: Managing Time and Information for Profitability
Chapter 3: Identifying Personality Types Over the Phone
Chapter 4: Getting Gatekeepers to Work for You
Chapter 5: Asking High-Value Questions
Chapter 6: Listening and Presenting
Chapter 7: Selling Through Objections
Chapter 8: Negotiating the Close
Chapter 9: Using New Technology in Phone Sales
Chapter 10: Selling to Customers from Other Cultures
Appendix A: PEAK Personality Type Assessment
Appendix B: Handling Customer Complaints Effectively
Appendix C: How to Present Powerful Proposals That Sell
Index