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Most Helpful Customer Reviews
11 of 12 people found the following review helpful:
5.0 out of 5 stars
Wow , what a great model for phone sales,
By peter Troiano (Sydney , Australia) - See all my reviews
This review is from: Sales on the Line: Meeting the Business Demands of the '90s Through Phone Partnering (Paperback)
This book is a breakthrough with doing business over the phone. It is informative and detailed in the productivity that it can achieve. I keep the book nearby when I make calls and use the references constantly. My clients now buy from me instead of me selling. This book is a must for all who are in the search for a competitive edge.
3 of 3 people found the following review helpful:
5.0 out of 5 stars
NLP For Telephone Sales,
This review is from: Sales on the Line: Meeting the Business Demands of the '90s Through Phone Partnering (Paperback)
I recently switched fields from direct in-home sales to an inside B2B Sales rep (not telemarketing!) and this book has been a great read as well as a fountain of ideas and creativity!The author offers sound advice on how to create rapport with the person on the other end of the phone. This is difficult since we cannot (yet anyway) see the person we're speaking with. You read in modern sales manuals about matching or mirroring body positions and postures yet few to none of these guru taught books say squat about how to do this over the phone! Enter Sharon Drew Morgan to the rescue! Typical face-to-face communication is 7% word selection, 38% tone and inflecton and 55% BODY LANGUAGE. However when you're on the phone, Morgan points out that when you throw out the Body Language, your voice tone and inflection is 83% and word choice is a mere 17% important! Morgan also offers some solid strategies to get and maintain rapport and she explains the "We Space" concept quite well. If you work in inside sales such as advertising, catalogs, etc., this book will be a beneficial boon for you to get, study and apply.
1 of 1 people found the following review helpful:
5.0 out of 5 stars
The complete guide to telephone qualification for every sales force,
By
This review is from: Sales on the Line: Meeting the Business Demands of the '90s Through Phone Partnering (Paperback)
Oh how I wish I had known about this book many years ago. This is the NY Times best selling book that launched SDM on her exploration of effective sales techniques. The advice is timeless and lays the groundwork for what she has continued to learn in Selling with Integrity and Buying Facilitation. I believe that she has written the complete guide to telephone qualification for every sales force. But it is more than that, her approach I think frees up most sales people to do a much better job in their entire approach. This is a quick ,easy read , but needs to be taken in with the rest of her material as she has covered a lot of ground since 1993.
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