Overview

It takes more than a script to make a sale on the phone.

"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 Authors

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.