Getting The Edge In Professional Selling
Terence A. Hockenhull
THE TELEPHONE can be effectively used to support a sale; but its effectiveness in conducting a “full sale” is debatable. If the product is a well-known brand, sold at a very low price, or the customer is simply ordering or reordering a consumable, it can save an enormous amount of time and energy, negating the need for a face-to-face sales meeting. In all other cases, the salesperson will have to discuss the product (or service) in detail and this will almost certainly entail a sales presentation or meeting.