Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales: How To Use Customer-focused Dialogue To Close Sales by Linda Richardson

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

byLinda Richardson

Paperback | September 22, 1997

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about

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.

About The Author

Linda Richardson is president of The Richardson Company in Philadelphia, a sales training firm with more than 160 clients, including Morgan Stanley, Johnson & Johnson, Aetna U.S. Healthcare, Citibank, Andersen Consulting, Tiffany & Co., Dell Computers, and Lucent Technologies. A member of the faculty of the prestigious Wharton Business...

Details & Specs

Title:Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales: How To Use…Format:PaperbackDimensions:272 pages, 9 × 6 × 0.8 inPublished:September 22, 1997Publisher:McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10:0070525587

ISBN - 13:9780070525580

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Extra Content

Table of Contents

The Six Elements of the Dialogue Framework.

Dialogue Element: Opening.

Dialogue Element: Product Positioning.

Dialogue Elements: Price Positioning.

Dialogue Element: Objections.

Dialogue Element: Close/Action Step.

Dialogue Element Follow-Up.

The Six Critical Skills of the Dialogue Framework.

Dialogue Skill.

Dialogue Skill: Presence.

Dialogue Skill: Relating.

Dialogue Skill: Questioning.

Dialogue Skill: Listening.

Dialogue Skill: Product Positioning.

Dialogue Skill: Checking.

Preparing for the Sales Dialogue.

Preparing Your Sales Strategy.

Planning for the Sales Call.

Negotiating Terms and Price.

Self and Peer Coaching.

From Our Editors

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