If you could observe a series of excellent sales calls, you would find that almost all calls share key elements, despite even major differences in the calls-differences in customers, products, salespeople's personalities, and phase of the sales cycle.
An edition of Stop telling, start selling
(1993)
Stop telling, start selling
how to use customer-focused dialogue to close sales
Rev. ed.
by Linda Richardson
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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.
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Previews available in: English
Subjects
Interpersonal communication, Selling, Business, NonfictionShowing 6 featured editions. View all 6 editions?
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Stop telling, start selling: how to use customer-focused dialogue to close sales
1998, McGraw-Hill
in English
- Rev. ed.
0070525587 9780070525580
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3
Stop telling, start selling: how to use customer-focused dialogue to close sales
1994, McGraw-Hill
in English
0070523681 9780070523685
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4
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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
October 1993, McGraw-Hill Companies
in English
0070523681 9780070523685
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6
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
October 1993, McGraw-Hill Companies
Paperback
in English
0070523681 9780070523685
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Book Details
Published in
New York
Edition Notes
Includes index.
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- Created April 1, 2008
- 13 revisions
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| November 15, 2022 | Edited by ImportBot | import existing book |
| November 25, 2020 | Edited by MARC Bot | import existing book |
| October 10, 2020 | Edited by ImportBot | import existing book |
| August 4, 2020 | Edited by ImportBot | import existing book |
| April 1, 2008 | Created by an anonymous user | Imported from Scriblio MARC record. |