Selling to anyone over the phone /

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A script may be a useful tool, but truly powerful phone selling only happens when the approach is tailored to each individual customer. "Selling to Anyone Over the Phone" shows how to do it much better. This must-read resource for sales professionals will help them develop the exceptional...

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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Walkup, Renee P., 1957-
Other Authors: McKee, Sandra L., 1952-
Format: Electronic eBook
Language:Inglés
Published: New York : AMACOM, ©2006.
Subjects:
Telephone selling.
Vente par téléphone.
BUSINESS & ECONOMICS > Marketing > Telemarketing.
BUSINESS & ECONOMICS > Marketing > Multilevel.
BUSINESS & ECONOMICS > Mail Order.
BUSINESS & ECONOMICS > Marketing > Direct.
BUSINESS & ECONOMICS > E-Commerce > Internet Marketing.
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Polishing your phone sales tools
  • The playing process
  • Identifying personality types over the phone
  • Getting gatekeepers to work for you
  • Planning and tracking
  • Setting up for success
  • Listening through the words
  • Asking high-value questions
  • Selling through objections
  • Negotiating the close.

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