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

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

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 donâ€™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.
Country USA
Brand McGraw-Hill Education
Manufacturer McGraw Hill
Binding Paperback
ItemPartNumber YES322352
Color Multicolor
ReleaseDate 1998-09-01
UnitCount 1
EANs 9780070525580

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