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Title: Selling by Phone: How to Reach and Sell to Customers in the Nineties by Linda Richardson ISBN: 0-07-052376-2 Publisher: McGraw-Hill Trade Pub. Date: 01 December, 1994 Format: Paperback Volumes: 1 List Price(USD): $16.95

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Average Customer Rating: 3 (6 reviews)

Rating: 1
Summary: For Beginners
Comment: If you're a commissioned sales rep calling outbound biz to biz, this book is NOT for you. Nothing new or original here. I suggest you read books by Art Sobczak, Bly or one of the best books ever written on the subject. Telesales Tips From The Trenches by Joe Catal

Rating: 5
Summary: Gets beyond chit chat
Comment: It's obvious that the reader with "nothing new here" comment did not read the book, it doesent stress chit chat at all, read this book, apply it, and become respected in the art of selling, not in the art of telling.

Rating: 4
Summary: Richardson spares the Boiler Room bravado.
Comment: There is no better tool for a sales coach than the Richardson series. I am not fond of Guru books in general, but I have used Richardson's books to coach sales teams, and gotten results. Salespeople at every level fail to integrate skills like checking into their presentations, but most think they do. Too much "telling" happens during presentations, e.g. most salespeople see an interruption by a client as rudeness rather than an opportunity, and respond accordingly. Richardson's tools help coaches manage even the most seasoned sales pros to their potentials. If you are looking for motivation, this series is not the ticket; the success stories focus on the sales process, not results. However, I have seen salespeople become better personal communicators after attending Richardson's seminars, while achieving better sales results; I do not think this was just a coincidence.

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