Selling to anyone over the phone [electronic resource] / Renee P. Walkup, with Sandra McKee ; foreword by Karen Robinson.
Publication details: New York : AMACOM, c2006.Description: xi, 194 p. : ill. ; 23 cmSubject(s): Genre/Form: DDC classification:- 658.8/72 22
- HF5438.3 .W34 2006eb
Includes index.
Polishing your phone sales tools -- The playing process -- Identifying personality types over the phone -- Getting gatekeepers to work for you -- Planning and tracking -- Setting up for success -- Listening through the words -- Asking high-value questions -- Selling through objections -- Negotiating the close.
Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.
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