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

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. Includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.