Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by Linda Richardson
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.
Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.
| SKU | Non disponible |
| ISBN 13 | 9780070525580 |
| ISBN 10 | 0070525587 |
| Title | Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales |
| Author | Linda Richardson |
| Condition | Non disponible |
| Binding type | Paperback |
| Publisher | McGraw-Hill Education - Europe |
| Year published | 1997-11-16 |
| Number of pages | 288 |
| Cover note | La photo du livre est présentée à titre d'illustration uniquement. La reliure, la couverture ou l'édition réelle peuvent varier. |
| Note | Non disponible |