Successful Telephone Selling in the '90s
by Shafiroff, Martin D.; Shook, Robert L.Edition: Reprint
Format: Paperback
Pub. Date: 1990-06-01
Publisher(s): HarperCollins
Other versions by this Author
List Price: $14.00
Rent Book
Select for Price
New Book
We're Sorry
Sold Out
Used Book
We're Sorry
Sold Out
eBook
We're Sorry
Not Available
Summary
With the cost of a personal sales visit to an industrial customer at well over $200, almost all salespeople now make at least some use of the telephone to save time and money. The main purpose of Successful Telephone Selling in the '90s, however, is not to talk about reducing expenses but to show how to increase your sales production dramatically by using the telephone. A gold mine of practical guidance and information, this book divulges the methods that work for the top telephone salespeople in the country--methods that can guarantee your own success. Book jacket.
Author Biography
Martin D. Shafiroff is a Managing Director of the investment banking firm Shearson Lehman Hutton Inc. and is considered one of the world's leading investment brokers. He has been the subject of articles in the Wall Street Journal, Institutional Investor, and many other publications regarding investment strategies and telephone sales. Robert L. Shook was a successful salesman before turning to writing full-time. His books include The Perfect Sales Presentation and Hardball: Subtle High-Pressure Selling Techniques That Work.
Table of Contents
| Acknowledgments | p. ix |
| Preface | p. xi |
| Introduction | p. xiii |
| The Telephone: A Cost, Time, and Energy Saver | p. 1 |
| Using Your Time Profitably on the Telephone | p. 12 |
| Getting Through to the Right Person | p. 24 |
| The Initial Approach | p. 37 |
| The Telephone Presentation | p. 50 |
| How to Handle Every Objection Ever Made | p. 64 |
| Closing the Sale | p. 79 |
| Follow-Up | p. 90 |
| Servicing the Customer | p. 106 |
| Attitude and Self-Image | p. 122 |
| How to Sell Yourself on the Telephone | p. 133 |
| Speaking Effectively | p. 141 |
| Listening | p. 150 |
| Women in Telephone Selling | p. 162 |
| Afterword | p. 177 |
| Index | p. 181 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.