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Selling to anyone over the phone [electronic resource] / Renee P. Walkup, with Sandra McKee ; foreword by Karen Robinson.

By: Walkup, Renee P, 1957-.
Contributor(s): McKee, Sandra L, 1952- | ebrary, Inc.
Publisher: New York : American Management Association, c2006Description: xi, 194 p. : ill. ; 23 cm.Subject(s): Telephone sellingGenre/Form: Electronic books. DDC classification: 658.8/72 Online resources: An electronic book accessible through the World Wide Web; click to view
Contents:
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.

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.

TSLHHL

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.