Contents
Introduction: Selling “Double Green”
Chapter 1: Setting Up for Success
Apply New Tactics for New Times
Chapter 2: Managing Time and Information for Profitability
Improve Your Time-to-Sales Ratio
Gather and Manage Customer Information
Chapter 3: Identifying Personality Types Over the Phone
Personality Matches and the Phone Salesperson
The Phone Salesperson’s Quick-Reference Extra: The Salesperson ↔ Customer Match
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