Index
administrative assistants, as gatekeepers, 63–64
advisers, as gatekeepers, 64–65
agreements, putting in writing, 149
Americans, perceptions of, 178
appointment confirmation calls, 14
arguing with customers, 118–119
assertive tone, 68–69
Assured Customers
about, 47–48
approaches to use with, 48–49
complaints by, 196
culture and personality, 186
Energized Salespersons and, 53
executive summaries for, 202
Kind Salespersons and, 54–55
negotiating with, 150–151
objections from, 131–132
Precise Salespersons and, 52
questions for, 92–93
risk management, 143–144
style-matching strategy, 48
Assured Salespersons, 54
attachments, email, 168
attention span, short, 107–108
attitude ...
Get Selling to Anyone Over the Phone, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
