This book provides its readers with a structured approach to telesales, from preparation to closing the sale. It describes each step, and provides information regarding the transition from one step to the next.

The information contained in this book is meant to help sales professionals achieve better results over the telephone, whether they use this channel exclusively for sales, or just as a part of a more complex selling strategy.

The telephone is the most widely used tool in sales interactions. This is due to the fact that it helps save time and money by extending geographic coverage, while still allowing a complete one-to-one interaction with prospects.

This book provides a structured approach to telesales, from preparation to closing the sale. It describes each step, and provides information regarding the transition from one step to the next.

In chapter 1, telesales is defined and explained. Chapter 2 presents the specifics of selling over the telephone, as opposed to face to face selling. Chapter 3 addresses the preparation phase, offering essential information regarding the rules of phone call efficiency, while chapters 4 deals with the steps of the actual sales call, explaining how to reach decision makers, catch the client’s interest, investigate needs, make a successful sales presentation over the phone, overcome objections and close the sale.

The information contained in this book is meant to help sales professionals achieve better results over the telephone, whether they use this channel exclusively for sales, or just as a part of a more complex selling strategy.

1. Defining Telesales
2. The Specifics of Selling Over the Telephone
   1. Active Listening
   2. Delivering a Clear Message
3. Preparing for the Telesales Call
   1. Knowing the Product or Service
   2. Knowing the Purpose of Each Call
   3. Call Scripts
4. The Stages of Telesales Calls
   1. Getting Past the Gatekeepers
   2. Catching the Prospect’s Interest
   3. Investigation
   4. Making the Sales Presentation
   5. Overcoming Objections
   6. Closing
5. Bibliography