Changing the Sales Conversation: Connect, Collaborate, and Close

by Linda Richardson

Overview

The proven new sales strategy from New York Times bestselling author Linda Richardson

Learn how to create better, more effective dialogs with customers in today’s hyper digital world

In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. The New Sales Conversation helps you use new links and technologies without losing the very reason for making a connection in the first place--a chance to exchange the winning words that lead to a successful close and a loyal customer.

Richardson Provides five easy-to-remember keys to bringing value to customers: Futuring (Predictive Preparation), Heat-mapping (New and Emerging Needs), Value-tracking (Proof of Solution), Phasing (Verifiable Outcomes), and Linking (Emotional Connection)

Linda Richardson is the founder and Executive Chairwoman of Richardson, a global sales training business. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.

Product Details

ISBN-13:	9780071824958
Publisher:	McGraw Hill LLC
Publication date:	12/27/2013
Sold by:	Barnes & Noble
Format:	eBook
Pages:	192
File size:	2 MB

About the Author

Linda Richardson is the founder of Richardson, a global sales performance company where she serves as executive chairwoman. She consults with sales organizations and sales leadership on sales process and sales effectiveness. She teaches sales and management

courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Her last book, Perfect Selling, was a New York Times bestseller and received the SBA gold medal for best sales book. Richardson is credited with starting the consultative sales movement, which has guided most sales methodologies used by companies for the past few decades. Changing the Sales Conversation takes consultative selling to the next level to enable salespeople to succeed in the internet influenced sales environment.

Table of Contents

Foreword vii

Acknowledgments xi

1 Introduction 1

2 Futuring: Meta-Preparation 15

3 Heat-Mapping: Anticipating Client Needs 47

4 Value-Tracking: Shaping Solutions 83

5 Phasing: Controlling the Process 109

6 Linking: Connecting Emotionally 135

Opening into the Future 145

Appendix 147

Index 155