Selling at C-level on the Telephone. Advanced telephone sales kills for those who need to call high.
What a thoroughly practical book. I have just stormed through Sharon Drew Morgan's ‘Sales on the Line’. I was in a rush to start with. After a few pages, I found my pace was more down to Sharon's writing style.
Her more recent book is about buying facilitation. ‘Sales on the Line’ was first published in 1993. Sometimes it takes me a while to get around to the good stuff.
While much of the material is not new, certainly not now anyway, Sharon makes it exciting and easy to comprehend. She gives much credit to NLP trainers. While some of the ideas are speckled with NLP jargon, the material it is brilliantly presented. Every idea is supported by telephone call excerpts. The blow by blow examples throughout the book, help bring it to life.
At the end of each chapter, Sharon provides a set of principles or exercises imploring the reader to study the finer points of their own everyday communications. Following the instructions is bound to increase one's 'sensory acuity', to use some NLP jargon myself. In other words (perhaps inadequate ones) if you practise listening to the spoken and the separate underlying messages - carried by tone, tempo, and pitch - you get better at hearing and interpreting them. The more you notice, the more you will be able to notice.
Throughout Sharon makes reference to buying facilitation. She makes the point that a sale can't happen without a buyer and that the seller’s role is to help people work out if they are buyers. The neat trick is persuading your telephone partner that he or she should even consider the question. Sharon includes some powerful phrases that I am definitely going to try out at the next opportunity.
The book is broken into three sections. The Whys, The Hows, and The Application. It facilitates jumping around to focus on what grabs your attention. I enjoyed it so much that I pressed on in linear fashion.
Review by Clive Miller
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