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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 Paperback - 1994

by Linda Richardson

  • Used
  • very good

Description

New York: Mcgraw-Hill. Paperback. Stop Telling, Start Selling. How to Use Customer-Focused Dialogue to Close Sales. Slight foxing to edge. Slight crease to corner front cover. With this book as your guide, you can: Unlearn manipulative tactics that can kill a sale early on. Learn how to tap into your natural talents to build the six critical sales skills. Earn your customer's interest, trust, and business - today and for the long term. You can make the most demanding and the most wary of today's customers your customers by using the dialogue skills presented in this book. 259 pp. (We carry a wide selection of titles in The Arts, Theology, History, Politics, Social and Physical Sciences. academic and scholarly books and Modern First Editions ,and all types of Academic Literature.) . Very Good. Paperback. Reprint. 1994.
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Summary

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 line

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.

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