Selling to Anyone Over the Phone [Paperback]

Renee P. Walkup (Author), Sandra McKee (Author)

Book Description

Publication Date: August 30, 2005

A script may be a useful tool, but truly powerful phone selling only happens when the approach is tailored to each individual customer. "Selling to Anyone Over the Phone" shows how to do it much better. This must-read resource for sales professionals will help them develop the exceptional phone skills they need to close more sales, more often! This book is crucial reading for anyone who does any selling on the phone - from field reps who sell on the phone occasionally, to full-time telesales reps. Full of practical, time-efficient techniques for connecting with each customer generating leads that translate into real customers and closing more sales faster.

Editorial Reviews

Review

"will give you the scoop on everything you need to know to be more successful ..with phone sales." -- FrequentFlyer.oag.com

Review

"""In a day and age where wireless digital communication devices are everywhere, the telephone remains a primary tool for cementing client relationships and establishing meaningful contact with the prospect. That’s why Selling to Anyone Over the Phone is a must-read for the marketer or salesperson. This is the one book that provides the understanding and know-how to successfully work the phone, get to the decision maker, and close the sale. Follow its advice, and you need never fear phone rejection again.""

-- Alf Nucifora, CEO, Nucifora Consulting Group

""This is a must-read. In today's competitive marketplace, Walkup has written the definitive guide for making the phone one of your most valuable tools. Keep this book handy, refer to it often, and your bottom-line will grow.""

-- Mark LeBlanc, Small Business Success, author, Growing Your Business!

""Renee Walkup’s principles are critical for all salespeople’s success. For sales managers, this book is a MUST. With over 20 years in telecommunications, I can guarantee that her ""TELL ME"" approach will greatly improve your listening skills and generate 30 percent more customer activity, which will put significant money in your bank account.""

-- Norm Shapiro, President, TeleSource Communications, Inc.

""Selling to Anyone Over the Phone is very insightful and an excellent resource that will help any business professional sell and speak confidently in today's competitive business environment.""

-- Michael Gasca, Sr. Manager, iCare Services, SYSCO Corporation"

See all Editorial Reviews

Product Details

• Reading level: Ages 17 and up
  
• Paperback: 208 pages
• Publisher: AMACOM (August 30, 2005)
• Language: English
• ISBN-10: 0814472842
• ISBN-13: 978-0814472842
• Product Dimensions: 8.8 x 5.9 x 0.7 inches
• Shipping Weight: 11.4 ounces
• Average Customer Review: 4.6 out of 5 stars  See all reviews (32 customer reviews)
• Amazon Best Sellers Rank: #509,727 in Books (See Top 100 in Books)
  • #42 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing

Customer Reviews

Most Helpful Customer Reviews

11 of 11 people found the following review helpful:

5.0 out of 5 stars Do you talk on the phone? You NEED this book!, August 30, 2007

By 

Brownell Landrum - See all my reviews
(REAL NAME)   

This review is from: Selling to Anyone Over the Phone (Paperback)

The biggest block for most salespeople is picking up the phone. With a wealth of useful information Walkup helps eliminate that fear and actually makes you look forward to it. Every person who sells - or talks - on the phone needs to read this book!

14 of 16 people found the following review helpful:

5.0 out of 5 stars Forget 5 Stars: These Ladies are ROCK STARS..., January 14, 2008

By 

Stephen Remer (Acworth, GA USA) - See all my reviews
(REAL NAME)   

This review is from: Selling to Anyone Over the Phone (Paperback)

... when it comes to selling over the telephone!! Renee Walkup & Sandra McKee have created a superb guide to selling over the telephone. This isn't your standard "smile when you talk" stuff. These two "get it" that selling over the phone is a totally different beast than selling in person, and that's what makes this book stand out from the many like it.

Another thing that makes this book stand out from a lot of books on the same subject is that it covers the entire sales cycle, not just prospecting. It covers it from a phone perspective. You CAN'T see your customers when you are talking to them (or more importantly, listening to them) over the telephone, so the book gives you a game plan to size up the attitudes of the different people you come into contact with.

The book also gives you an action framework that covers the entire sales cycle, pointing out all along the way the nuances and challenges inherent in telephone selling. All I can say, having completely read the book and having put many of its principles into practice, is that it would be a bargain at ten times the price. Check out their web site (SALESPEAK) as well. There's useful content along the same lines there.

10 of 11 people found the following review helpful:

5.0 out of 5 stars Must read, August 19, 2005

By 

A. Nucifora (Sausalito) - See all my reviews
(REAL NAME)   

This review is from: Selling to Anyone Over the Phone (Paperback)

Good selling is always a combination of art and science and Renee Walkup has done a great job in covering both bases. This is a book that supplies the explanation, the understanding and the nitty gritty needed to get the job done. For anyone who wants to succeed on the phone, this is the book to help them do it.