Selling by Phone: How to Reach and Sell to Customers in the Nineties [Paperback]

Linda Richardson (Author)

Book Description

Publication Date: December 1, 1994

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results - dramatically higher sales and stronger customer relationships - regardless of the product or service being sold. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. It includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Editorial Reviews

About the Author

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Product Details

• Paperback: 288 pages
• Publisher: McGraw-Hill; 1 edition (December 1, 1994)
• Language: English
• ISBN-10: 0070523762
• ISBN-13: 978-0070523760
• Product Dimensions: 9 x 6 x 0.8 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 3.0 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #1,157,131 in Books (See Top 100 in Books)
  • #85 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing

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Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars Richardson spares the Boiler Room bravado., February 16, 2001

By A Customer

This review is from: Selling by Phone: How to Reach and Sell to Customers in the Nineties (Paperback)

There is no better tool for a sales coach than the Richardson series. I am not fond of Guru books in general, but I have used Richardson's books to coach sales teams, and gotten results. Salespeople at every level fail to integrate skills like checking into their presentations, but most think they do. Too much "telling" happens during presentations, e.g. most salespeople see an interruption by a client as rudeness rather than an opportunity, and respond accordingly. Richardson's tools help coaches manage even the most seasoned sales pros to their potentials. If you are looking for motivation, this series is not the ticket; the success stories focus on the sales process, not results. However, I have seen salespeople become better personal communicators after attending Richardson's seminars, while achieving better sales results; I do not think this was just a coincidence.

3 of 3 people found the following review helpful:

4.0 out of 5 stars An excellent introduction to sales and phone sales., October 31, 2000

By 

Adam Griffith (Merrimack, NH) - See all my reviews

This review is from: Selling by Phone: How to Reach and Sell to Customers in the Nineties (Paperback)

I first read this book when I entered the tele-sales field in 1995 and consider myself quite fortunate for it. Not only does the book address telephone sales, but it is really geared towards consultative sales. The treatment of sales content and phone techniques is very rudimentary, so it is definitely a lot more appropriate for entry level sales reps. I am sure this book contributed to my own success and I that is why I am recommending it be used as a training guide now that I am in sales management.

7 of 9 people found the following review helpful:

1.0 out of 5 stars Nothing new here, December 27, 2000

By A Customer

This review is from: Selling by Phone: How to Reach and Sell to Customers in the Nineties (Paperback)

For anyone selling high ticket items business to business, this book will get you get killed. It's obvious she must sell to consumers. You start out a call with the "how ya doing" routine, and you'll be classified as the typical bimbo headed telemarketer. Top executives don't waste time on chit chat nonsense. when I finished reading this book, I threw it away.