Customer Reviews

Secrets of Successful Telephone Selling: How to Generate More Leads, Sales, Repeat Business, and Referrals by Phone

5 star:		(1)
4 star:		(1)
3 star:		(1)
2 star:		(2)
1 star:		(1)

 

 

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!

Bly is a GREAT author and consultant on: direct mail, copywriting, writing in general, selling services and consulting services, business-to-business marketing. This book reflects what a marketing oriented copywriter might say about a field he's not intimately experienced with.

This book is appropriate for someone in the consulting area that is just beginning telephone sales. For someone who is already doing it, or has a small library of books in this area... you might be disappointed.

However, BUY ALL THE OTHER BOOKS BY BLY... and I'm serious. He is a great author on marketing and copywriting. Some of his other works are real gems (like the ones on business-to-business and direct marketing). I get the feeling that he wrote this book to flesh out his line of marketing books, and that has weakened it.

The better books in telephone selling are done by people who do it day in and day out. I bought all the materials from Bill Good, and also from Art Sobsczack (sp?) who has a newsletter is especially good for professionals. The kind of person who writes this kind of book needs to be a SALESMAN first, and a marketer second because most of the problems deal with tactical issues. Selling with paper (direct mail) is a different kettle of fish than figuring out what to say the gatekeeper.

John Dunbar

Not a bad book, but too basic for anyone but a real beginner in telephone selling. Contains a few pieces of good information, but not worth spending money on this book for the small return on investment. Get it from the library if you must read it. Spend money on books for your library that you'll refer to again and again such as Successful Cold Calling by Lee Boran, High Probability Selling by Jacques Werth, and I'd Rather Have a Root Canal Than Do Cold Calling by Shawn Greene.

I found the book an easy read and there were a few important nuggets that made the book worth the money. I have been selling for years and prospect and provide customer service via phone, but most of my 'selling' occurs in person. This book focuses on selling on the phone. Bly makes this distinction up front between telemarketing and teleselling, which I found helpful.

If you are new to telesales and need help really putting some framework to your day, this is a great book to start with and then move on.

The reason I did not give this book 5 stars is because there were no "Aha's" in it. But I will give it to my new salespeople and have them read it.

Bly does an adequate job explaining the numbers and goal systems required to determine one's required performance input as well as thoughts on customer retention. However, this book has a glaring weakness in its absence of true psychological analysis. One need not have a long history of sales to understand that a single strategy for handling objections will leave you at the bottom of the field. Since people react very differently to diverse stimuli, it is imperative you master prospect cues and consistent interrelated response techniques if you are anticipating any sales success; something this book gives far too little attention to.

As an overview of phone sales, this book succeeds only in that it will assist readers establishing their goals, system, and client preservation; however this book does not contain any major "secrets" or any of the psychological principles that most quality sales books typically include.

Impressive TITLE is ONLY what this book it is all about. The author Robert W. Bly begin terrifying the lectors by narrating negative remarks about our economic in general. Scaring the enthusiastic entrepreneurs to Fly Solo.