Title: Not for the TeleSelling Professional
Product review: While I found this book helpful in the general sense of the word, it was aimed solely at the "outside" sales rep who sees his/her customer face-to-face. It provided good reminders for seasoned sales reps, but wasn't revolutionary in it's ideas of selling. It was a short read - no more than 4-5 hours. It demonstrated very good closing tactics and objection handling, but all of this is after you make contact. It didn't explain how to get past the secretary screen, how to get the appointment or even how to find out who the decision maker is. Most of the sale, if not all of it, is done over the phone and that was completely overlooked.
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