Building Business-to-Business Relationships Over the Phone

Building B2B Relationships

Every good salesperson knows 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 a special technique 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 all that much more weight on your words and selling technique.

Conquer the poor reputation of telephone sales, which has emerged due to telemarketing, usingBusiness-to-Business Relationships Over the Phone. This convenient reference guide shows you how to build B2B relationships, capture the customer’s full attention, and generate interest in not only the first call but also each subsequent one. 

Sectioned into two parts, Building Business-to-Business Relationships Over the Phone is an informative case study that shares the inside story of how a cutting-edge industrial company (Caterpillar) adopted a new sales platform while overcoming the resistance of telephone sales. Then, discover the sales techniques that work in a business-to-business telephone setting, from the relationship to closing the sale.

Learning Outcomes

Business-to-Business Relationships Over the Phone 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 business-to-business (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.

About the Author

John Dieseth is 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.