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Informationen zum Autor RENEE P. WALKUP is a sales and sales-management consultant with over 20 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. Klappentext 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: 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.Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Over the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals. Zusammenfassung 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: 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. Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Over the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals. Inhaltsverzeichnis 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 ...
