Customer Reviews

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

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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.

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.

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.

It's obvious that the reader with "nothing new here" comment did not read the book, it doesent stress chit chat at all, read this book, apply it, and become respected in the art of selling, not in the art of telling.

If you're a commissioned sales rep calling outbound biz to biz, this book is NOT for you. Nothing new or original here. I suggest you read books by Art Sobczak, Bly or one of the best books ever written on the subject. Telesales Tips From The Trenches by Joe Catal

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