Stop Telling, Start Selling
How to Use Customer-focused Dialogue to Close Sales 2nd Revised edition
By (author) Linda Richardson
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Stop Telling, Start Selling by Linda Richardson
Book DescriptionIn this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
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Book DetailsISBN: 9780070525580
(228mm x 152mm x 20mm)
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 1-Nov-1997
Country of Publication: United States
Books By Author Linda Richardson
Changing the Sales Conversation: Connect, Collaborate, and Close, Hardback (January 2014)
Helps you create better, more effective conversations in hyper-digital world. This title also helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win.
Sales Coaching, Hardback (November 2008)
Written exclusively for sales managers, this book offers a brief, concise primer with the fundamentals, nuances, examples, and tools needed for moving fast from boss to coach.
Perfect Selling, Hardback (July 2008)
Offers tips, techniques, and lessons in structuring and perfecting the key steps of a sales call-in. This book takes you through the perfect sales call, from the minute the dialogue begins to closing business. It features a concise method to win more sales and build deeper relationships which can be learned quickly on the go.
Sales Success Handbook, Hardback (May 2006)» View all books by Linda Richardson
To sell salespeople must add value, provide perspective, and show customers how a product can solve their specific needs. This work outlines a six-step program for hearing and understanding exactly what customers have to say and for selling solutions - instead of just selling products.
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Author Biography - Linda Richardson
Linda Richardson is president of The Richardson Company in Philadelphia, a sales training firm with more than 160 clients, including Morgan Stanley, Johnson & Johnson, Aetna U.S. Healthcare, Citibank, Andersen Consulting, Tiffany & Co., Dell Computers, and Lucent Technologies. A member of the faculty of the prestigious Wharton Business School, she is the author of six books, including Selling by Phone and Sales Coaching--Making the Great Leap from Manager to Coach.
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