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Title: How to Sell More in Less Time, With No Rejection, Using Common Sense: Telephone Techniques by Art Sobczak ISBN: 1-881081-07-9 Publisher: Business by Phone Pub. Date: November, 1998 Format: Paperback List Price(USD): $39.95

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Average Customer Rating: 4.9 (10 reviews)

Rating: 5
Summary: To sell or not to sell that is the question!
Comment: I read alot of books and in right now my current interest is in sales. This book teaches you one thing - sell by questioning and then providing the solution! It is that simple to sell really!

After reading it I gave copies of the book to all our salespeople and results are improving...

Rating: 4
Summary: Don't Attempt to Sell Without Reading This First
Comment: "I read Volume 1 and 2 of "How to Sell More ..." several months ago and I apply the principles every day. Simply put, they are excellent. I have jumped head first into sales and my success has much to do with these tips. I have listened to many tapes and read many books and none of them was as helpful as this information. Using these techniques I am able to be a business consultant and not just a salesman peddling my wares. I have highly recommended these books to friends and family and will continue to do so to anyone involved in business development."

Rating: 5
Summary: persuasive and profitable telephone communications
Comment: This book has some sensible advice and workable techniques for persausive and profitable telephone communications that you can use right away, regardless of your industry, particulary if you rely on cold-calling to get that appointment. The sections that I've found helpful include developing a selling telephone image, how to avoid language that sounds "salesly" or threatening, leaving voicemail messages that have impact, how to deal with screeners to get to the correct decision-makers. Even better are the templates that you fill in, depending upon your product or service, to stimulate interest at the beginning of your call, using a recommended menu of words and phrases (this was invalable for me). Other sections I have dog-eared include setting appointments over the phone, handling follow-up calls, dealing with different objections, and some great closing ideas. A great investment.

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