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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.
Portrait

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.
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Einband Taschenbuch
Seitenzahl 288
Erscheinungsdatum 01.09.1997
Sprache Englisch
ISBN 978-0-07-052558-0
Verlag MCGRAW-HILL Higher Education
Maße (L/B/H) 231/156/20 mm
Gewicht 390
Auflage 2. Auflage
Buch (Taschenbuch, Englisch)
23,99
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