Building Business-to-Business Relationships Over the Phone

Every good salesperson knows that making the sale is only half the battle. It’s just as important, if not more, to build a lasting relationship with the client.

However, it requires phone sales training to achieve the same relationship-building results over the phone as you do in face-to-face communication. The nuances of facial expression and body language are lost, putting even more weight on your words and selling technique.

Conquer the poor reputation of telephone sales with Building Business-to-Business Relationships Over the Phone. This convenient phone sales training shows you how to build B2B relationships, capture the customer’s full attention, and generate interest not only on the first call but on each subsequent one as well.

Sectioned into two parts, Building Business-to-Business Relationships Over the Phone is an informative case study that not only reveals how a cutting-edge industrial company (Caterpillar) adopted a new sales platform despite resistance to telephone sales, but also serves as a practical guide, equipping readers with actionable sales techniques specifically tailored for business-to-business telephone interactions – from relationship-building to closing the sale.

This phone sales training shows readers

• How to profitably design, manage, and staff a telephone sales organization to grow an annuity stream of business.
• How telephone sales differ dramatically from field sales.
• How thousands of books based on consumer selling are barely applicable in the world of B2B.
• How to take an inbound lead, or the first small sale, or the tentative inquiry, and turn each into lasting relationships and profitable annuity streams.

John Dieseth is the former president of Business Performance Group, a B2B consulting and training organization. He is the author of training programs, including Leading High-Impact Sales and High-Impact Telephone Sales, as well as The Telephone Sales Implementation Guidebook. Business Performance Group has headquarters in Des Moines, Iowa, with instructors across the globe.