Stop Telling, Start Selling
How to Use Customer-focused Dialogue to Close Sales 2nd Revised edition
By (author) Linda Richardson
Normal Price: $49.99
Your Price: $44.99 AUD, inc. GST
Shipping: $7.95 per order
You Save: $5.00! (10% off normal price)
Plus...earn $2.25 in Boomerang Bucks
Availability: Available, ships in 8-11 days
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.
Buy Stop Telling, Start Selling book by Linda Richardson from Australia's Online Bookstore, Boomerang Books.
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 Success Handbook, Paperback / softback (December 2013)
To sell today, salespeople must add value, provide perspective, and show customers how a product will solve their specific needs. "The Sales Success Handbook" outlines a six-step program for hearing and understanding exactly what customers have to say and for selling solutions--instead of just selling products.
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)» View all books by Linda Richardson
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.
» Have you read this book? We'd like to know what you think about it - write a review about Stop Telling, Start Selling book by Linda Richardson and you'll earn 50c in Boomerang Bucks loyalty dollars (you must be a member - it's free to sign up!)
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.
Phone: 1300 36 33 32 (9am-5pm Mon-Fri AEST) - International: +61 2 9960 7998 - Online Form
Address: Boomerang Books, 878 Military Road, Mosman Junction, NSW, 2088
© 2003-2016. All Rights Reserved. Eclipse Commerce Pty Ltd - ACN: 122 110 687 - ABN: 49 122 110 687