A comprehensive guide to using the telephone in business that features examples of best practice, and advice on how to use it for selling, gaining appointments and the recovery of debt in a credit collection situation. The text is divided into four sections: "Best Practice", which offers essential telephone techniques and customer service skills, from creating a positive impression and structuring your calls to handling difficult situations and being more assertive; "Selling", including all aspects of selling and closing by telephone; "Gaining Appointments", offering techniques for getting through to the right person, getting past the "gatekeeper", building rapport, overcoming objections and tracking prospects; and "Getting Paid Faster", covering credit collection techniques, organisation, credit management and letter writing in addition to telephone skills.
