The book that started the conversation.
The bestselling guide to selling over the phone. Built on commercial conversation experience since 1984.
Amazon #3 in Customer Service
Making Conversations Count — How to Sell Over the Phone
The book that gave thousands of people permission to pick up the phone.
In 2020, during the first lockdown, two things happened at once. Businesses that relied on face-to-face contact saw their pipelines disappear overnight. At the same time, thousands of people in corporate roles found themselves with time, an idea, and no idea how to turn it into a business.
Wendy Harris had been on the phones since 1988. She knew exactly what was missing.
Making Conversations Count was written to give people a practical guide to using LinkedIn as a research and warm-up platform, and the confidence to pick up the phone and start real commercial conversations.
It became an Amazon bestseller. At its peak it ranked #3 in Customer Service alongside Delivering Happiness by Tony Hsieh and Building a StoryBrand by Donald Miller.
Many of Wendy's clients read it first and work with her afterwards. Some do it the other way round. Either way, it is the best introduction to how Wendy thinks, how she teaches, and how she helps businesses grow through conversation.
Who this book is for
- Business owners whose new business activity has stalled
- Professionals moving from employment into self-employment
- Anyone exploring a side hustle who needs to start having commercial conversations
- Sales teams and managers who want a practical handbook to work through together
- People confident on LinkedIn but nervous on the phone
- Anyone who wants to understand how Wendy thinks before working with her directly
What you will find inside
- How to plan and write a winning approach — without sounding scripted
- How to get past gatekeepers and reach the right person
- How to handle objections and turn them into buying signals
- How to structure a campaign and build a forecastable pipeline
- How to use LinkedIn alongside telephone outreach for warmer calls
- Scripts and conversation starters for B2B telemarketing and telesales calls
- A client for life programme — so the relationship does not end at the sale
Format: interactive training handbook with exercises, prompts and space for your own answers.
Making Conversations Count was where the journey began. Its bigger sister is on the way, building on the experience, thinking and commercial conversations that followed.
What people are saying
Fabulous Practical Guide
I had my pen and paper at the ready when I started to read Making Conversations Count. I am a B2B business and was looking for an insightful book to help me pick up that phone and call prospects. It made me think about how I structure my calls and there are some great insights into identifying what I am trying to achieve on a monthly basis.
Fred — United Kingdom · Verified Purchase
A great and useful way to think about your marketing
Just finished your book Wendy. It was really focussing and got me thinking more about my total lack of marketing. The way you explain this and help to manage the expectation without taking it as a hit to confidence was very helpful. Lots of gems of wisdom to digest. The kind of book you can re-read every now and again to clarify goals.
Lucy — United Kingdom · Verified Purchase
Invaluable advice to build your confidence over the phone
A little book packed full of advice and expertise. Wendy Harris writing style is conversational and friendly. I got most value when I went back and completed the many little exercises. The best part for me was towards the end where there are scripts and conversation starters. Recommended if you ever have to make business phone calls.
Compo — United Kingdom
To the point and packed with effective advice
Wendy streamlines her content in a fast and fun fashion. Do you want to improve your professionalism on the phone? Do you want to learn tips on effective prospecting within a major social media platform? Do you want a book you can easily use as a resource guide? If you answered yes to any of these questions, then this is a must-have book for you.
Jeffrey R. Mason — United States · Author of SimpleBiz360 · Verified Purchase
"Wendy is one of those rare people who talks sense, oozes practicality, and gets to the nub of a communications problem really quickly. Read. Learn. Apply. Succeed." — Jane Pallister M.Sc., MD Boommm Consultancy
Frequently asked questions
Is this just another business book I'll never finish?
No. It is a short, direct read most people get through in a few hours, with practical exercises you can come back to whenever you need them.
Is this relevant if I'm not in sales?
If you ever need to start a conversation that leads to business, yes. It is for anyone who finds the gap between knowing what to do and actually doing it.
How is this different from free templates online?
Built on commercial conversation experience since 1984 and a proven framework, not generic advice repackaged. Every section is tested in real client workshops across Scotland and the UK.
Many clients read the book first.
Some work with Wendy afterwards.
The book costs less than a coffee meeting and gives you the full picture of how Wendy approaches commercial conversations. The conversation starts whenever you are ready.
Read the Book
£12.97 on AmazonThe complete self-guided programme. Work through it at your own pace. The best introduction to how Wendy thinks.
Get on AmazonPower Hour with Wendy
£195A focused session on your specific challenge — positioning, profile, content or calls. One hour. Clear direction.
Book a Power HourTeam Training
From £2,400Bring the methodology to your whole team. Half-day or full-day sessions. A course workbook is included for every participant.
Explore TrainingNot sure where to start?
Read the book first if you want the thinking. Talk to Wendy if you want to start doing. Either way, the conversation that changes something often starts with a page.
Start a conversation with WendyGet the book on Amazon