Mastering Incoming Sales Calls

Every time someone calls a business they have chosen that
organisation as a possible supplier of something they
want. Each incoming call is not just a possible customer,
but a probable customer. They are a hot opportunity that
has come knocking at the door, and are the most likely
buyers any business will encounter. Converting them into
sales can be easy, but only if you manage the calls
properly! There are many books on outgoing telephone
sales calls, but ones specifically with incoming calls
are few and far between. There are books on customer
service, on phone etiquette, on using the phone as a work
tool, but writers haven't hitherto treated incoming sales
calls with the respect they deserve. This book focuses on
dealing with incoming calls, and dealing with them in a
way that will allow business owners, managers and sales
staff to get face-to-face opportunities to sell their
products. It shows why you need to get face-to-face to
sell, and how to get face-to-face from an incoming
telephone sales enquiry. It's a practical book, including
step-by-step examples and case studies to show exactly
how to become a `Phone Master'. The reader will be able
to create and follow presentations, and see why up to 96%
of the top salespeople in the world use a planned
presentation when using the telephone. The book shows why
and how to develop a custom-made program, how to use
words to build trust, how to lead the caller to a face-to-
face opportunity, and how to overcome objections.