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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales (Paperback, 2nd edition): Linda Richardson Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales (Paperback, 2nd edition)
Linda Richardson
R837 R703 Discovery Miles 7 030 Save R134 (16%) Ships in 10 - 15 working days

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.

Bankers in the Selling Role - A Consultative Guide to Cross-Selling Financial Services (Paperback, 2nd Edition): Linda... Bankers in the Selling Role - A Consultative Guide to Cross-Selling Financial Services (Paperback, 2nd Edition)
Linda Richardson
R1,050 R787 Discovery Miles 7 870 Save R263 (25%) Ships in 12 - 17 working days

Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.

The Cake Lady - My Life In The Mix - Mixing life's ingredients for success (Paperback): Linda Richardson The Cake Lady - My Life In The Mix - Mixing life's ingredients for success (Paperback)
Linda Richardson; Diane White
R378 Discovery Miles 3 780 Ships in 10 - 15 working days
The Diary of the Isolated (Hardcover): Linda Richardson The Diary of the Isolated (Hardcover)
Linda Richardson; Cover design or artwork by Claudia McKinney, Catriona Crehan
R873 Discovery Miles 8 730 Ships in 10 - 15 working days
The Diary of the Isolated (Paperback): Linda Richardson The Diary of the Isolated (Paperback)
Linda Richardson; Cover design or artwork by Claudia McKinney, Catriona Crehan
R630 Discovery Miles 6 300 Ships in 10 - 15 working days
Free to Be Me (Paperback): Linda Richardson Brown Free to Be Me (Paperback)
Linda Richardson Brown
bundle available
R327 R265 Discovery Miles 2 650 Save R62 (19%) Ships in 10 - 15 working days
Crackle Kaboom -See You Soon (Paperback): Linda Richardson Crackle Kaboom -See You Soon (Paperback)
Linda Richardson
bundle available
R152 Discovery Miles 1 520 Ships in 10 - 15 working days
Selling by Phone: How to Reach and Sell to Customers in the Nineties (Paperback): Linda Richardson Selling by Phone: How to Reach and Sell to Customers in the Nineties (Paperback)
Linda Richardson
R791 R670 Discovery Miles 6 700 Save R121 (15%) Ships in 10 - 15 working days

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results - dramatically higher sales and stronger customer relationships - regardless of the product or service being sold. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. It includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach (Hardcover, 2nd edition): Linda Richardson Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach (Hardcover, 2nd edition)
Linda Richardson
R1,039 R858 Discovery Miles 8 580 Save R181 (17%) Ships in 10 - 15 working days

Go from manager to coach--and motivate your staff to unprecedented success

Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised "Sales Coaching" to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance.

"Sales Coaching" will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior.

"Sales Coaching" includes brand new guidance on Maximizing technology Coaching more effectively Remote coaching Coaching in-the-action Quarterly coaching plans

Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers.

The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.

Perfect Selling (Paperback, Ed): Linda Richardson Perfect Selling (Paperback, Ed)
Linda Richardson
R918 R755 Discovery Miles 7 550 Save R163 (18%) Ships in 10 - 15 working days

The "USA Today" and "New York Times" Bestseller

Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer's questions and objections confidently ACT when the time is right

"Your thinking 'What? Another book about selling?' Wrong This book is about winning These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have."
--Dave Stein, CEO & Founder, ES Research Group, Inc., and author of "How Winners Sell"

"In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur."
--Larry Wilson, sales leadership guru and bestselling author

"For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling."
--Geoffrey James, journalist and author of the popular blog, "Sales Machine"

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