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Title: An Overly Simple Overview of Phone Sales
Review: Bly does an adequate job explaining the numbers and goal systems required to determine one's required performance input as well as thoughts on customer retention. However, this book has a glaring weakness in its absence of true psychological analysis. One need not have a long history of sales to understand that a single strategy for handling objections will leave you at the bottom of the field. Since people react very differently to diverse stimuli, it is imperative you master prospect cues and consistent interrelated response techniques if you are anticipating any sales success; something this book gives far too little attention to.As an overview of phone sales, this book succeeds only in that it will assist readers establishing their goals, system, and client preservation; however this book does not contain any major "secrets" or any of the psychological principles that most quality sales books typically include.
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