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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales Paperback - 1993
by Linda Richardson
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- Good
- Paperback
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Details
- Title Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
- Author Linda Richardson
- Binding Paperback
- Edition [ Edition: Repri
- Condition Used - Good
- Pages 258
- Volumes 1
- Language ENG
- Publisher Mcgraw-Hill, Blacklick, Ohio, U.S.A.
- Date 1993T
- Bookseller's Inventory # mon0001016825
- ISBN 9780070523685 / 0070523681
- Weight 0.87 lbs (0.39 kg)
- Dimensions 8.92 x 5.96 x 0.74 in (22.66 x 15.14 x 1.88 cm)
- Library of Congress subjects Interpersonal communication, Selling
- Library of Congress Catalog Number 93-26633
- Dewey Decimal Code 658.85
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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.