Selling to Anyone Over the Phone

This is very up to date and includes some very useful tactics that I have not seen in a selling-on-the-phone book before. The chapter on using the new tools is good because it reinforces what to do and what not to do, which is so needed with the new generation of sales trainees. The chapter on selling to different cultures is one of the most succinct I have seen and, based on my experiences, she has hit the items precisely. There are useful templates throughout. The mark of a good instructor shows in the examples which include the before approach (weaker) and then the after approach (stronger and simple). They have their own spin on the classic four types of buyer personas, and the models work. I liked how the authors kept relating the approaches to the type of buyer each time as well as adjusting your approach depending on how you look at the world. This is an easy read, very useful and will be a welcome addition to a sales manager's tool kit as well as those salesfolks who want to blast through their quota into mega bonus land. Thanks again Amacom for a valued book. 

2011
ISBN 9780814414835

Book review by Reg Nordman