Stop telling, start selling

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.

First sentence: If you could observe a series of excellent sales calls, you would find that almost all calls share key elements, despite even major differences in the calls-differences in customers, products, salespeople's personalities, and phase of the sales cycle.

Year

1993

Language

English

Publisher

McGraw-Hill Companies

Editions

3

Pages

258

ISBN

9780070523685

Data source: Wikidata