Selling by Telephone: From Cold Calling to Hot Profit (Sunday Times Business Enterprise Guide)

Call centers are one of the expanding industries of the 21st century and telesales is an important component of that business. An increasing number of companies are looking to improve their sales through telephone selling and are establishing their own call centers or telesales units. ""Selling by Telephone"" provides accessible advice on how to maximize sales by using the correct techniques, and also deals with the practicalities of setting up a telesales or telemarketing unit. Chris de Winter pinpoints where mistakes are made and shows you how to get the most out of telephone selling by providing practical guidance on: * Maximizing profits through telephone selling; * Cold-calling techniques; * Recognizing buying signals; * Dealing with objections; * Establishing your own telesales operation; * Recruiting the right personnel; * Training and motivating staff. From the manager looking for an introduction to telesales to the team member wanting to improve their individual performance, this book is the essential guide to telephone selling.