Synopses & Reviews
Review
"""In a day and age where wireless digital communication devices are everywhere, the telephone remains a primary tool for cementing client relationships and establishing meaningful contact with the prospect. That’s why Selling to Anyone Over the Phone is a must-read for the marketer or salesperson. This is the one book that provides the understanding and know-how to successfully work the phone, get to the decision maker, and close the sale. Follow its advice, and you need never fear phone rejection again.""
-- Alf Nucifora, CEO, Nucifora Consulting Group
""This is a must-read. In today's competitive marketplace, Walkup has written the definitive guide for making the phone one of your most valuable tools. Keep this book handy, refer to it often, and your bottom-line will grow.""
-- Mark LeBlanc, Small Business Success, author, Growing Your Business!
""Renee Walkup’s principles are critical for all salespeople’s success. For sales managers, this book is a MUST. With over 20 years in telecommunications, I can guarantee that her ""TELL ME"" approach will greatly improve your listening skills and generate 30 percent more customer activity, which will put significant money in your bank account.""
-- Norm Shapiro, President, TeleSource Communications, Inc.
""Selling to Anyone Over the Phone is very insightful and an excellent resource that will help any business professional sell and speak confidently in today's competitive business environment.""
-- Michael Gasca, Sr. Manager, iCare Services, SYSCO Corporation"
Synopsis
"The phone is the most important tool most sales professionals will ever use, especially now that companies are cutting back travel budgets and other sales-related expenses. But few sales professionals have ever had any real training in how to sell over the phone; at most they are given a script and some talking points. Effective phone selling means tailoring the approach to each individual customer, and Selling to Anyone Over the Phone shows how to do it much better. This priceless tool will help salespeople:
* build rapport
* identify and adapt to personality types
* generate excitement about a business or product
* listen for information that will lead to a sale
* control voice inflection and tone
* consistently close more deals over the phone
Customers are busier than ever and are being more and more selective in their purchases and business relationships. In a clear, reader-friendly tone, Selling to Anyone Over the Phone shows sellers how to develop truly exceptional phone skills and close more sales faster."
About the Author
Renee P. Walkup is a sales and sales-management consultant with over twenty 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. She lives in Atlanta, Georgia. Sandra McKee is a professional coach, a motivational speaker, and a senior professor at DeVry University. She has written articles for Small Business Opportunities and is the author of three other books. She lives in Sugar Hill, Georgia.
Table of Contents
"Foreword
Acknowledgments
Introduction
Chapter 1 Polishing Your Phone Sales Tools
Chapter 2 The PLAYING Process
Chapter 3 Identifying Personality Types Over the Phone
Chapter 4 Getting Gatekeepers to Work for You
Chapter 5 Planning and Tracking
Chapter 6 Setting Up for Success
Chapter 7 Listening Through the Words
Chapter 8 Asking High-Value Questions
Chapter 9 Selling Through Objections
Chapter 10 Negotiating the Close
Appendix A PEAK Personality Type Assessment
Appendix B Powerful Proposals That Sell
Index
About the Authors"