Rating: 
Summary: You can't afford NOT to own this book!
Review: There's so much "exactly-how-to-do-it" information that I wish there was an audiocassette version so I could listen while I'm driving. The techniques are really new and unique, not just rehash of old stuff I've seen before. I can't count how many times I've picked up a book that I thought was new only to be disappointed - like an old record that skips! The author broke new ground here and has given us readers an edge over the competition.
Rating:
Summary: persuasive and profitable telephone communications
Review: This book has some sensible advice and workable techniques for persausive and profitable telephone communications that you can use right away, regardless of your industry, particulary if you rely on cold-calling to get that appointment. The sections that I've found helpful include developing a selling telephone image, how to avoid language that sounds "salesly" or threatening, leaving voicemail messages that have impact, how to deal with screeners to get to the correct decision-makers. Even better are the templates that you fill in, depending upon your product or service, to stimulate interest at the beginning of your call, using a recommended menu of words and phrases (this was invalable for me). Other sections I have dog-eared include setting appointments over the phone, handling follow-up calls, dealing with different objections, and some great closing ideas. A great investment.
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