Teleselling
A Self-Teaching Guide

James D. Porterfield (Author)

9780471115670, Wiley

Paperback / softback, published 17 May 1996

240 pages
23.5 x 19.2 x 1.3 cm, 0.415 kg

Discover the best techniques to maximize your sales

Here is a proven, detailed selling system that gives you the toolsyou need to improve your sales results. Written by Jim Porterfield,an experienced marketing consultant, this accessible andeasy-to-follow guide shows you how to grab your listener'sattention over the phone--and effectively close the deals youwant.

Fully updated to reflect the latest research about what reallyworks for telesellers, Teleselling is packed with examples, tips,and exercises that will help you:
* Design your own successful selling plan based on your strengthsand abilities
* Establish a call strategy
* Capture--and keep--a customer's undivided attention
* Develop techniques to improve your listening skills
* Decide when and how to ask for the order
* Close the deal

Covering the ABCs of selling by phone, Teleselling will put you onthe right path to better results and increased sales success.

Using the Telephone to Sell.

Buying Motives and Product Benefits: The Critical Connection.

A Basic Sales-Call Strategy.

Prospecting.

Approach.

Analyze.

Advocate.

Answer.

Ask.

Apply.

Adapt.

Trouble-Free Telecommunication.

Effective Listening.

Managing Your Calls and Yourself.

Developing a Script.

Performance Evaluation Survey.

Afterword.

Appendices.

Sources for More Information.

Index.

Subject Areas: Business & management [KJ]