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, New York, 1998

About this Item

xi, [3], 265, [7] pages. Index. Inscribed by the author on the half-title page. The inscription reads Charles-a superlative Private Banker Here's to continued sales success! Affectionately Linda March 23, 1998 Linda May 1 '96. Fortune 500 companies such as IBM, 3M, and Johnson & Johnson pay Richardson thousands of dollars a day to coach their top closers. Now she reveals her secrets for success to professional salespeople everywhere--especially those who mistakenly believe they're already customer-focused. Linda Richardson is the founder of Richardson, a global sales performance company where she serves as executive chairwoman. She consults with sales organizations and sales leadership on sales process and sales effectiveness. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Her last book, Perfect Selling, was a New York Times bestseller and received the SBA gold medal for best sales book. Richardson is credited with starting the consultative sales movement, which has guided most sales methodologies used by companies for the past few decades. Changing the Sales Conversation takes consultative selling to the next level to enable salespeople to succeed in the internet influenced sales environment. 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. Revised and Updated Edition [stated]. Second printing [stated].

Seller Inventory # 88990

Bibliographic Details

• Title: Stop Telling, Start Selling; How to Use Customer-Focused Dialogue To Close Sales
• Publisher: McGraw-Hill, New York
• Publication Date: 1998
• Language: English
• ISBN 10: 0070525587
• ISBN 13: 9780070525580
• Binding: Trade paperback
• Edition: 2nd Edition
• Condition: Very good
• Signed: Signed by Author(s)

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.