Outbound telephone selling - Pat Cochrane

This book will enable you to set up an outbound telephone selling operation either 'from scratch' or by retraining customer service staff in the skills of professional selling over the phone. Straightforward and practical throughout, Pat Cochrane will take you step-by-step through the management issues that need to be addressed. This covers how to develop your telephone strategy, the benefits of considering this form of selling and why it can be done in a professional and acceptable way, and why customers can and will react positively to it. - - The author then goes through the telephone selling process, sharing the skills necessary for building confidence in your team so that they are willing and able to take on this role. The tips and techniques can be developed by you into suitable training sessions for your staff and can be used as and when necessary to fit in with the needs of your business. Subjects covered include: - -
Positive telephone selling -
Handling objections -
Call guides, scripts and prompts -
Conversation control and effective sales communication. - - With case studies showing successful best practice from companies like BT, Girobank and Doctor Solomon, this book will show you how to be proactive in selling your company, products and services over the phone.