Selling by Telephone: From Cold Calling to Hot ProfitPaperback, 27 November 2001

Call centres are one of the expanding industries of the 21st century, and telesales is an important component of that business. More and more companies are looking to improve their sales through telephone selling and are establishing their own call centres or telesales units.
Recommended by the Institute of Directors, this fourth edition of Selling by Telephone provides accessible advice on how to maximise sales by using the correct techniques, and also deals with the practicalities of setting up a telesales or telemarketing unit. Chris de Winter pinpoints where mistakes are made and shows you how to get the most out of telephone selling by providing practical guidance on maximising profits through telephone selling, cold-calling techniques, recognising buying signals, dealing with objections, establishing your own telesales operation, recruiting the right personnel and training and motivating staff.
From the manager looking for an introduction to the team member wanting to improve his or her individual performance, Selling by Telephone is the essential guide to telephone selling.