Stop Telling, Start Selling: How to Use Customer-focused Dialogue to
Condition: SECONDHAND
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Written by Linda Richardson, who teaches sale techniques to such Fortune 500 companies as IBM, 3M and Johnson & Johnson, this guide reveals how to get customers to close the sale. Richardson argues that much of what appears to be "consultative selling" today is a masquerade for product selling. Packed with self-tests and real-world examples, "Stop Telling, Start Selling" drills salespeople in six critical skills designed for the tough 1990s and beyond: presence, rapport-building, questioning, listening, positioning, and checking. The result is a revitalized, dialogue-based process that pierces the armour of today's cynical, tightfisted customer and should make the difference between winning their business and coming in second.
Author: Linda Richardson
Format: Paperback, 256 pages, 152mm x 229mm, 4300 g
Published: 1993, McGraw-Hill Education - Europe, United States
Genre: Sales & Marketing
Description
Written by Linda Richardson, who teaches sale techniques to such Fortune 500 companies as IBM, 3M and Johnson & Johnson, this guide reveals how to get customers to close the sale. Richardson argues that much of what appears to be "consultative selling" today is a masquerade for product selling. Packed with self-tests and real-world examples, "Stop Telling, Start Selling" drills salespeople in six critical skills designed for the tough 1990s and beyond: presence, rapport-building, questioning, listening, positioning, and checking. The result is a revitalized, dialogue-based process that pierces the armour of today's cynical, tightfisted customer and should make the difference between winning their business and coming in second.
Stop Telling, Start Selling: How to Use Customer-focused Dialogue to