Product Details

• Amazon Sales Rank: #125972 in Books
• Published on: 1998-06
• Original language: English
• Number of items: 1
• Binding: Paperback
• 240 pages

Synopsis
Offers step-by-step instructions for generating leads, qualifying prospects, servicing accounts, getting repeat orders, and generating referrals over the telephone.

Customer Reviews

A Must-Read for All Sales Professionals
I got so much more out of this book than the title suggests! Mr. Robert W. Bly takes the time to help you go over what you really want out of your prospecting and presenting efforts. He points out the flaws in the cold-hearted, selfish motives for sales, and shows how putting the customer's goals first, always helps you achieve your goals later. Then, he gives you step-by-step points for writing your own script and presentation plan. Beyond just cold-calling, this book can help you with every new prospect you meet and that, oh so vital, first few minutes of interaction.

This book is a treasure. Want to make more money? Want to learn how to really sell on the phone? This is the book! I have purchased and read some books on teleselling but this one is the best. Specific strategies that work! This book is absolutely loaded with insights and practical ideas you can use to increase your effectiveness in dealing with anyone in business on the telephone. These ideas should be read, taught, digested, and practiced every single day. Highly recommended.

The Best Book Out There For Anyone Selling Over The Phone!
For someone just starting out in the sales business or someone that has been doing it for years, this book will be considered your bible. It gives you over 200 pages of pure useful information that you can put to test immediately. If you want to learn cold calling, scripts, techniques or just where to start, then this book is guaranteed to give you all the information you need and then some! Try it and see for yourself. No telephone salesman should be on the phone without first checking out this book. IT'S GREAT!

book for beginners
Hi Readers,

I bought this book last week. I'm a sales manager and have read a lot of sales, marketing and personal improvement books, and listened to many CD's on the subject. I follow the new model of selling.

This book starts with how to increase profits using telephone selling and give some practical advice on how to setup a sales operation on the phone, basics scripts, closes, handling gatekeepers and some extra tips.

Being in telephone sales for a few years now i found that this book was more aimed at business that have not done telephone selling before. It covers the basics but i don't think the 'sales skills' would cut in my office. Very basic. One good section was handling gatekeepers, but the rest was fairly obvious.

some of the advice was; Use a phone that is clear and good quality, and if you call and the line is busy, call the next person.

Its not all bad, as i say its ok for setups, but wouldn't recommend for sales people or managers looking for new ideas and skills.

I'd stick with Brian Tracy Advanced Selling Strategies.