TELESELLING

Maximize your effectiveness over the phoneHere is a proven, detailed selling system with all the techniques needed to grab the listener's attention over the phone--and avoid that awful click in the ear. Readers will discover how to determine productbenefits and use this knowledge to sell. They'll also find methods for identifying potential customers, handling more informed buyers, managing customer objections, and--most important--closing the sale.Incorporates the latest research on what reallyworks for telesellers Provides up-to-date examples and case studiesJAMES D. PORTERFIELD (State College, Pennsylvania), formerly Director of Marketing for the New York Institute of Finance, is a marketing consultant who has created teleselling training programs for such companies as GE and the Hartford Insurance Group. He teaches at Penn State University and is Academic Program Director for their Certificate in Marketing Program