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Stop Telling, Start Selling by Linda Richardson (1997, Paperback, Revised) 
Stop Telling, Start Selling by Linda Richardson (1997, Paperback, Revised)

 
Stop Telling, Start Selling by Linda Richardson (1997, Paperback, Revised)

Publisher: McGraw-Hill
Publication Date: 1997-09-01
Language: English
Format: Paperback
ISBN-10: 0070525587
ISBN-13: 9780070525580
Product ID: EPID26199
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Details
Publication Date:1997-09-01
Edition Description:Revised

Size
Length:265 pages
Height:9.0 in
Width:6.0 in
Thickness:0.8 in
Weight:16.0 oz

Publisher's Note
In this newly revised and updated edition of Stop Telling, Start Selling Richardson teaches you the critical skills you need to revitalize your sales process, including how to understand your customer's political, personal, and business needs; position your message so it is important to your customer; unlearn manipulative tactics that can kill a sale early on; gather customer feedback to adjust your message as you go; and maintain selling momentum and shorten the sales cycle. Stop Telling, Start Selling will help you truly listen to customers and put them first. That's what it takes to win the trust - and the business - of today's sophisticated customers.

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.

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