Description
Ten indispensable skills for inside sales success. The 800-CEO-Read Business Book Awards of 2009 In the sales category – short list The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to: Overcome ten different forms of “paralysis” and reestablish momentum Sell in sound bites, not long-winded speeches Ask the right questions to reveal customer needs Navigate around obstacles to get to the power buyer Prioritize and manage their time so that more of it is spent actually selling And more Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of “Sales 2.0” and become a true sales warrior! Daniel R. Tobin (Stamford, CT) is Vice President of Instructional Design and Development for the American Management Association (AMA) and has more than 30 years’ experience as a corporate training director, consultant, writer, and speaker on corporate learning strategies. Margaret S. Pettingell (Hillsborough, NJ) is is an instructional designer with AMA. She previously held positions with Novations Group, Accenture, and Decker Communications.
