The document provides tips for successful telephone selling including having a positive mental attitude and preparation. It emphasizes focusing on benefits for the customer by using statements about making or saving money, saving time, or reducing effort. It also recommends using affirmative words on the telephone and not wasting time by calling back potential customers. Both advantages like flexibility and disadvantages like impersonal nature of telephone calls are noted. Clear speech and using word pictures to replace visual cues are also suggested.

1. The 3 “P's” of using the telephone successfully: P ositive mental attitude P reparation P ractice Telephone Selling Skills

7. Don't waste your time! 3-times-NO rule Calling Back With Another Offer Getting Referrals There Is A Time To Quit

10. Senses used during a face to face conversation So how does it work over the phone?

11. Using Word Pictures 'Don't think about the Big Red Bus'

13. Clear Speech F or S D or T P or B N or M ? Sit Up Straight Stand Up Avoid Jargon Clear Speech