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Written by Linda Richardson, who teaches sale techniques to such Fortune 500 companies as IBM, 3M and Johnson & Johnson, this guide reveals how to get customers to close the sale. Richardson argues that much of what appears to be "consultative selling" today is a masquerade for product selling. Packed with self-tests and real-world examples, "Stop Telling, Start Selling" drills salespeople in six critical skills designed for the tough 1990s and beyond: presence, rapport-building, questioning, listening, positioning, and checking. The result is a revitalized, dialogue-based process that pierces the armour of today's cynical, tightfisted customer and should make the difference between winning their business and coming in second.
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In just a few short years since its publication, Stop Telling, Start Selling has become a leading textbook for sales training, used by more than 150 of the world's leading corporations. Why? Because it shows how to differentiate yourself, your product, and your organization in a hypercompetitive world of look-alike products.
The secret weapon is "dialogue selling" and this book shows you how to do it. "Much of what appears to be 'consultative selling' today is a masquerade for product selling," explains Linda Richardson, sales training consultant to many of the Fortune 500 and author of Selling by Phone and Sales Coaching. If you want to earn your customer's interest, trustand businesSTOP telling the customer about your product or service. Go beyond "customer focus." START a true customer dialogue.
In this newly revised and updated edition of Stop Telling, Start Selling Richardson teaches you the critical skills you need to revitalize your sales process, including how to:
Stop Telling, Start Selling will help you truly listen to customers and put them first, that's what it takes to win the trustand the businessof today's sophisticated customers.About the Author:
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 CoachingMaking the Great Leap from Manager to Coach.
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Book Description Mcgraw-Hill, 1993. Paperback. Condition: New. Seller Inventory # DADAX0070523681
Book Description Mcgraw-Hill, 1993. Condition: New. book. Seller Inventory # M0070523681