Selling to Anyone Over the Phone
Selling to Anyone Over the Phone
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 List Price: $14.95 Sale Price: Too low to display. Availability: unspecified 
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Product Description
It's a fact: more and more organizations are scaling back on their in-the-field sales operations. Today's sales pros have to build relationships and close deals over the phone in less time than ever before. This fully updated second edition of Selling to Anyone Over the Phone is the salesperson's ready-reference guide for generating the kind of product excitement that will ensure callbacks, partnering with gatekeepers and decision makers using personality-matching techniques, and generally boosting success rates. Including new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries, this revised edition features trust-building tips, an invaluable appendix on handling customer com plaints, new sample call dialogs, and all the specific, tactical techniques readers need to develop truly exceptional phone skills that will win over even the most reluctant customers.
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I am the co-founder of a business that sells to salespeople, and as a consequence come in contact with many sales people each day. I have also been in big ticket technology sales for 13 years. Salespeople quickly see through a sales training philosophy or book that has been constructed by a consultant or academic. Renee backs up her airtight philosophy with practical advice and excellent tactics, because she has been there! This is a quick read with multiple pages to be marked for later review before an important phone call.
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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!
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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.
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My first contact with my clients is over the phone and I’ve found that mastering that first contact sets the tone for our entire relationship. Selling to Everyone Over the Phone has given me great techniques to use with my clients and win business!
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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.
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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!
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Owning a small creative shop, I’m having to juggle executing work and selling our services on the phone to prospective clients. Renee’s book is constantly on my desk and I refer to it often to help keep my “pitch” focused, clear and concise. There are many deals I have closed which I can attribute directly to her methods.
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… 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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As an educational sales rep, my company, Pearson, purchased a copy of this book for the inside sales team, and we worked through each chapter, week by week. Each week, a new team would present the concepts to the rest of the group, and we enjoyed this interactive way of learning. We had fun analyzing our personality types, and even guessing other people in the company. Then, we went back to the phones to see if we could implement these new concepts. Each chapter has a practical exercise and activity so we can actually implement the new concepts to experience results. I recommend this book for summer workshops to help sales teams improve their selling skills over the phone. Andrea Samadi, author of The Secret for Teens Revealed: How Parents, Teachers, and Teenagers Can Inspire Leadership and Transform Lives
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This book serves as a great sales basics book for newer sales people, however, there are many valuable messages for all sales people regardless of experience.
The most valuable section of the book, in my opinion, is chapter 8; Asking High-Value Questions.
Phone selling can never be a personal as is in-person field sales so it is even more important to ask valuable and insightful question towards understanding the customer’s needs, and building a valuable relationship.
The simple recommended question in the book: “Tell me about your situation” is a very powerful way to get into the head of the customer. I had never used this phrase before but intend on doing so regularly in the future.