A New Approach

In the past, many telephone salespeople were trained in a very aggressive—and not very consultative—approach to securing business. Most potential customers today are not only turned off by an in-your-face, dominant approach but are also enlisting increasingly elaborate means to avoid taking calls. Selling to Anyone Over the Phone teaches you how to effectively reach and become a decision-making partner with the customer. An important distinction you will learn in this book is the noncombative, constructive technique of the successful sales phone call.

Using personality matching and the consultative selling approach, you will become the kind of professional salesperson who can immediately identify a customer’s personality type and match the customer’s rhythm, tone and style, with the result of developing rapid rapport over the phone! The time for old methods that use lying, exaggeration, concealment, and manipulation is gone. This book will teach you how to sell with integrity, honesty, and warmth, thus building the kinds of relationships necessary for long-term customers and profitable sales.