Telephone Sales For Dummies

by Dirk Zeller

Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.

288 pages, Paperback

First published November 28, 2007

Reviews

[Ed Barton · Rating 3 out of 5]

Basic information on phone sales and selling. The book doesn't do much for anyone who has more than a few weeks of sales experience - but may prove helpful for those new to, or considering, a sales career.

[Dave Roberts · Rating 4 out of 5]

I am reviewing the business book Telephone Sales For Dummies which is a very good book. Obviously this book is aimed at salespeople who do cold calling and have to be on their toes and make a sale. The ghist of this book is most book salespeople who attempt to do the sale do so with a script and have to be careful prospective customers don't trip them up. A lot of these people have to do lots of seminars and courses and the company usually pays for them mostly because they have to make the sale at any cost regardless of what some well meaning liberal might say about the ethics of sales by phone. A good salesperson who is good at his job is almost unstoppable in terms of what they can earn. This book certainly isn't a great book on this topic and a lot of it I already knew. A lot of people who study selling see the sales part as secondary and often see the psychology as more interesting. A lot salespeople make most of their money from people requesting more information or a quote requesting more information or a quote rather than an actual sale especially with high value items. The life of telephone sales is far removed from shopwork for example and the sales career is far removed from one career. I did quite enjoy this book and did find it interesting. It is shorter than a typical For Dummies book but it looks like a lot of their books are following this trend. I prefer longer books I can speed read.

[Mel · Rating 2 out of 5]

The book Telephone Sales for Dummies is like the title said it's a book to teach us the technical part of the telemarketing.

This book is divided into many part the first one is what to do before calling how to organize your work space and time, the second is the call how to talk with people; how to response o bad customer, the thirds part is the sale part how to conclude the sales, and the last part of the book is the negative response how to react how to manage this type of person.

The style of the book is simplistic and easy to read but the technical part doesn't really explain everything someone need to know about this, I wanted more details and more explanation. Even if I know the Dummies book are not done for that but to be simple and easy to read.

I found this book interesting in a point but not so much help and so much details that why I give it two stars.

[Corcoran Pacific Properties · Rating 5 out of 5]

This is the bible of selling over the telephone. Since every real estate agent should be spending 1-4 hours a day on prospecting phone calls, you might as well learn how to do it right and double or triple your income just by learning the right techniques. - Paul Mayer