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

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Overview

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 ...
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Overview

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.

In just a few short years since its publication,Stop Telling,Start Selling has become a leading textbook for sales training,used by more than 150 of the world's leading corporations. Why? Because it shows how to differentiate yourself,your product,and your organization in a hypercompetitive world of look-alike products.

The secret weapon is "dialogue selling" and this book shows you how to do it. "Much of what appears to be 'consultative selling' today is a masquerade for product selling," explains Linda Richardson,sales training consultant to many of the Fortune 500 and author of Selling by Phone and Sales Coaching. If you want to earn your customer's interest,trust­­and busines­­STOP telling the customer about your product or service. Go beyond "customer focus. " START a true customer dialogue.

In this newly revised and updated edition of Stop Telling,Start Selling Richardson teaches you the critical skills you need to revitalize your sales process,including howto:

  • Understand your customer's political,personal,and business needs
  • Position your message so it is important to your customer
  • Unlearn manipulative tactics that can kill a sale early on
  • Gather customer feedback to adjust your message as you go
  • Maintain selling momentum and shorten the sales cycle

Stop Telling,Start Selling will help you truly listen to customers and put them first,that's what it takes to win the trust­­and the business­­of today's sophisticated customers.

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Product Details

  • ISBN-13: 9780070523685
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 1/1/1994
  • Pages: 258
  • Product dimensions: 5.96 (w) x 8.92 (h) x 0.74 (d)

Meet the Author

Linda Richardson is president of The Richardson Company in Philadelphia, a sales training firm with more than 160 clients, including Morgan Stanley, Johnson & Johnson, Aetna U.S. Healthcare, Citibank, Andersen Consulting, Tiffany & Co., Dell Computers, and Lucent Technologies. A member of the faculty of the prestigious Wharton Business School, she is the author of six books, including Selling by Phone and Sales Coaching Making the Great Leap from Manager to Coach.

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Table of Contents

The Six Elements of the Dialogue Framework.

Dialogue Element: Opening.

Dialogue Element: Product Positioning.

Dialogue Elements: Price Positioning.

Dialogue Element: Objections.

Dialogue Element: Close/Action Step.

Dialogue Element Follow-Up.
The Six Critical Skills of the Dialogue Framework.

Dialogue Skill.

Dialogue Skill: Presence.

Dialogue Skill: Relating.

Dialogue Skill: Questioning.

Dialogue Skill: Listening.

Dialogue Skill: Product Positioning.

Dialogue Skill: Checking.
Preparing for the Sales Dialogue.

Preparing Your Sales Strategy.

Planning for the Sales Call.

Negotiating Terms and Price.

Self and Peer Coaching.
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