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

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

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.

Binding Type: Paperback
Publisher: McGraw-Hill Education
Published: 09/22/1997
ISBN: 9780070525580
Pages: 272
Weight: 0.86lbs
Size: 9.08h x 6.16w x 0.77d