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

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

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

by Matthew Dixon

 

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by Matthew Dixon

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

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.

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
  • Format: Paperback | 288 pages
  • Dimensions: 152 x 229 x 20mm | 385g
  • Publication date: 16 Nov 1997
  • Publisher: McGraw-Hill Education - Europe
  • Imprint: MCGRAW-HILL Professional
  • Publication City/Country: New York, NY, United States
  • Language: English
  • Edition: Revised
  • Edition Statement: 2nd edition
  • Illustrations note: Illustrations, forms
  • ISBN10: 0070525587
  • ISBN13: 9780070525580
  • Bestsellers rank: 513,520
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