Review of Selling to Anyone Over the Phone (Paperback)

... when it comes to selling over the telephone!! Renee Walkup & Sandra McKee have created a superb guide to selling over the telephone. This isn't your standard "smile when you talk" stuff. These two "get it" that selling over the phone is a totally different beast than selling in person, and that's what makes this book stand out from the many like it.

Another thing that makes this book stand out from a lot of books on the same subject is that it covers the entire sales cycle, not just prospecting. It covers it from a phone perspective. You CAN'T see your customers when you are talking to them (or more importantly, listening to them) over the telephone, so the book gives you a game plan to size up the attitudes of the different people you come into contact with.

The book also gives you an action framework that covers the entire sales cycle, pointing out all along the way the nuances and challenges inherent in telephone selling. All I can say, having completely read the book and having put many of its principles into practice, is that it would be a bargain at ten times the price. Check out their web site (SALESPEAK) as well. There's useful content along the same lines there.



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