Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls

Bu reading this book and others i transformed my call center in a Profit center passing from 100 dollars sale a month to 20000 usd, (i had to implement of course others things to do so) but the four step sales approach is a must do! This guy is a true Seller, its a "how to sale book". Go for it!

You may not have heard of this Canadian telesales expert, but you should. He is one of the businessbyphone.com authors and I received this and two other books in a clear out set from them. What a bargain! Not only does he cover add-on, cross-sell, upselling on the phone, he has sections for converting inquiries, cancellations, complaints, customer service calls into sales. His approaches are just as useful face to face. A no nonsense straightforward easy read, this is a library keeper. His section on getting leads and referrals is bang on the money. Check out www.businessbyphone.com (This is treasure house for telesales answers

I never thought add-on-selling might be easy as that. Think about it: First, turn to the clients real problem and fix it. Then, build the mental bridge for your customer (that seems to be the critical part: don't push, just make it appear the result of a coincidental telephone-talk). Then, present offer and benefit. Then close. Jim Domanski works his readers through this 4-step-process in every single one of his 13 typical add-on-situations. Plus lots of job-aids that really help you get things together. Good stuff!