Selling to Anyone Over the Phone

 Selling to Anyone Over the Phone

Authors: Renee P. Walkup, Sandra McKee
Pub Date: September 2010
Print Edition: $17.95
Print ISBN: 9780814414835
Page Count: 224
Format: Paper or Softback
Edition: Second Edition
e-Book ISBN: 9780814414842

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Table of Contents



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


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