1300 36 33 32

In 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 Details

ISBN: 9780070525580
ISBN-10: 0070525587
Format: Paperback
(228mm x 152mm x 20mm)
Pages: 272
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 1-Nov-1997
Country of Publication: United States

Other Editions


» 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!)

Write Review

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.

Books By Author Linda Richardson

Sales Success Handbook by Linda Richardson

The Sales Success Handbook

Paperback / softback, December 2013
Sales Coaching by Linda Richardson

Sales Coaching

Hardback, November 2008
Perfect Selling by Linda Richardson

Perfect Selling

Hardback, July 2008