Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

• Part I: Opening.Client Needs.Positioning Product/Idea.Objections and Resolutions of Objections.Closing/Action Step.Follow-Up.Part II: The Six Critical Skills.Presence.Relating.Questioning.Listening.Positioning Product.Checking.How the Six Critical Skills Work Together.Part III: Preparing for the Telephone Sales Call.A Basic Telephone Selling System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone Call Formatting.Part IV: Prospecting.Getting the Appointment.Part V: Special Situations.Special Telephone Situations.General Office Telephone Etiquette.Final Tips for Telephone Selling.

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

• Part I: Opening.Client Needs.Positioning Product/Idea.Objections and Resolutions of Objections.Closing/Action Step.Follow-Up.Part II: The Six Critical Skills.Presence.Relating.Questioning.Listening.Positioning Product.Checking.How the Six Critical Skills Work Together.Part III: Preparing for the Telephone Sales Call.A Basic Telephone Selling System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone Call Formatting.Part IV: Prospecting.Getting the Appointment.Part V: Special Situations.Special Telephone Situations.General Office Telephone Etiquette.Final Tips for Telephone Selling.

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

• Part I: Opening.Client Needs.Positioning Product/Idea.Objections and Resolutions of Objections.Closing/Action Step.Follow-Up.Part II: The Six Critical Skills.Presence.Relating.Questioning.Listening.Positioning Product.Checking.How the Six Critical Skills Work Together.Part III: Preparing for the Telephone Sales Call.A Basic Telephone Selling System.Telephone or Face-to-Face? Getting to the Decison Makers.Telephone Call Formatting.Part IV: Prospecting.Getting the Appointment.Part V: Special Situations.Special Telephone Situations.General Office Telephone Etiquette.Final Tips for Telephone Selling.