Compete and Win in Telecom Sales

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang

Philip Max Kay is the #1 sales trainer in the telecommunications industry, having trained over 5,000 telecommunications sales professionals. His clients range from many well-known telecom companies such as SBC Communications, Sprint, Ericsson, Nortel, Lucent, Toshiba and Panasonic, to small emerging telecom companies such as e.spire, KMC Telecom, Gillette Gobal Networking and Staples Communications. Mr. Kay has a B.A. in economics from Colby College, and an MBA in marketing from Boston University.

Preface, Chapter 1 - The Wonderful World of Selling, Chapter 2 - The Eight-Step Sales Process, Chapter 3 - Step 1: Prospecting - The Foundation of Success, Chapter 4 - Step 2: Great First Appointments, Chapter 5 - Step 3: Qualifying, Chapter 6 - Step 4: Fact-Finding, Chapter 7 - Step 5: Effective Presentations, Chapter 8 - Step 6: Overcoming Objections, Chapter 9 - Step 7 : Closing, Chapter 10 - Step 8: Follow-Up and Support, Chapter 11 - Success and Failure