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Including new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries, this revised edition features trust-building tips, an invaluable appendix on handling customer com plaints, new sample call dialogs, and all the specific, tactical techniques readers need to develop truly exceptional phone skills that will win over even the most reluctant customers.
Including new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries, this revised edition features trust-building tips, an invaluable appendix on handling customer com plaints, new sample call dialogs, and all the specific, tactical techniques readers need to develop truly exceptional phone skills that will win over even the most reluctant customers.
Acknowledgments
Introduction: Selling "Double Green”
Chapter 1: Setting Up for Success
Chapter 2: Managing Time and Information for Profitability
Chapter 3: Identifying Personality Types Over the Phone
Chapter 4: Getting Gatekeepers to Work for You
Chapter 5: Asking High-Value Questions
Chapter 6: Listening and Presenting
Chapter 7: Selling Through Objections
Chapter 8: Negotiating the Close
Chapter 9: Using New Technology in Phone Sales
Chapter 10: Selling to Customers from Other Cultures
Appendix A: PEAK Personality Type Assessment
Appendix B: Handling Customer Complaints Effectively
Appendix C: How to Present Powerful Proposals That Sell
Index
| Erscheinungsjahr: | 2022 |
|---|---|
| Fachbereich: | Allgemeines |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 226 |
| ISBN-13: | 9780814414835 |
| ISBN-10: | 0814414834 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Walkup, Renee |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 13 mm |
| Von/Mit: | Renee Walkup |
| Erscheinungsdatum: | 10.08.2022 |
| Gewicht: | 0,374 kg |
Acknowledgments
Introduction: Selling "Double Green”
Chapter 1: Setting Up for Success
Chapter 2: Managing Time and Information for Profitability
Chapter 3: Identifying Personality Types Over the Phone
Chapter 4: Getting Gatekeepers to Work for You
Chapter 5: Asking High-Value Questions
Chapter 6: Listening and Presenting
Chapter 7: Selling Through Objections
Chapter 8: Negotiating the Close
Chapter 9: Using New Technology in Phone Sales
Chapter 10: Selling to Customers from Other Cultures
Appendix A: PEAK Personality Type Assessment
Appendix B: Handling Customer Complaints Effectively
Appendix C: How to Present Powerful Proposals That Sell
Index
| Erscheinungsjahr: | 2022 |
|---|---|
| Fachbereich: | Allgemeines |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 226 |
| ISBN-13: | 9780814414835 |
| ISBN-10: | 0814414834 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Walkup, Renee |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 13 mm |
| Von/Mit: | Renee Walkup |
| Erscheinungsdatum: | 10.08.2022 |
| Gewicht: | 0,374 kg |
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