Selling to Anyone Over the Phone

by Renee P. Walkup and Sandra McKee

Book Overview

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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814472842
• ISBN13: 9780814472842
• Release Date: August 2005
• Publisher: AMACOM/American Management Association
• Length: 194 Pages
• Weight: 0.95 lbs.
• Dimensions: 0.6" x 6.1" x 8.7"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

Forget 5 Stars: These Ladies are ROCK STARS...

... 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.

Do you talk on the phone? You NEED this book!

The biggest block for most salespeople is picking up the phone. With a wealth of useful information Walkup helps eliminate that fear and actually makes you look forward to it. Every person who sells - or talks - on the phone needs to read this book!

Pick Up This Book Before You Pick Up The Phone

It would be a disservice to Renee and Sandra to describe this book as simply a book that helps you sell better over the phone. While it certainly does that, it does so much more. The advice offered applies as much to providing great customer service as anything. There is a lot of great insight on how to make connections with people, which is, after all, the most essential part of making people want to do business with you. Pay special attention to Chapter 3 - Identifying Personality Types Over the Phone. It's worth the price of the book alone. Cleverly written, using a music metaphor, it never stoops to gimmicks. Instead, it earns the reader's respect the old fashioned way - by providing solid advice you can implement immediately to impact your bottom line.

Must read

Good selling is always a combination of art and science and Renee Walkup has done a great job in covering both bases. This is a book that supplies the explanation, the understanding and the nitty gritty needed to get the job done. For anyone who wants to succeed on the phone, this is the book to help them do it.

A must read for any salesperson!

I have been involved in selling technology products for over 25 years. With shrinking margins, changing business models and fierce competition, it is important to make every second of your day count. Renee is full of great advice on managing your time and - most importantly - managing the selling process. Follow her advice and your bottom line will improve!