The Telesales Pocketbook

This pocketbook contains advice and ideas for anyone who uses the phone to generate sales. It covers handling incoming and outgoing calls, dealing with complaints and closing the sale.

The author begins by looking at the psychology of selling and then moves on to map the four key steps to making the sale. There are two profiles of the main personality types and suggestions for winning them over.

The practical nature of this book is clearly evident from the sample Q&As between prospect and salesperson which demonstrate how to deal with a range of concerns. Illustrations throughout the book.