Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales

Richardson, Linda

ISBN 10: 0070525587 / ISBN 13: 9780070525580

Published by McGraw Hill, 1998

About this Item

Book is in very good condition and may include minimal underlining highlighting. The book can also include "From the library of" labels. May not contain miscellaneous items toys, dvds, etc. . We offer 100% money back guarantee and 24 7 customer service.

Seller Inventory # ZEV.0070525587.VG

Bibliographic Details

• Title: Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
• Publisher: McGraw Hill
• Publication Date: 1998
• Language: English
• ISBN 10: 0070525587
• ISBN 13: 9780070525580
• Binding: Soft cover
• Edition: 2nd Edition
• Condition: very_good

About this title

Synopsis

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.

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.