Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales (Paperback, 2nd edition)

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.

General

Imprint:	McGraw-Hill Professional
Country of origin:	United States
Release date:	November 1997
First published:	1998
Authors:	Linda Richardson
Dimensions:	229 x 152 x 20mm (L x W x T)
Format:	Paperback
Pages:	288
Edition:	2nd edition
ISBN-13:	978-0-07-052558-0
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General
LSN:	0-07-052558-7
Barcode:	9780070525580

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