The Sales Success Handbook: 20 Lessons to Open and Close Sales Now

Overview

To sell today, salespeople must add value, provide

perspective, and show customers how a

product will solve their specific needs. The Sales

Success Handbook outlines a six-step program

for hearing and understanding exactly what

customers have to say and for selling

...

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Overview

To sell today, salespeople must add value, provide

perspective, and show customers how a

product will solve their specific needs. The Sales

Success Handbook outlines a six-step program

for hearing and understanding exactly what

customers have to say and for selling

solutions--instead of just selling products.

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Product Details

  • ISBN-13: 9780071463317
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 3/28/2006
  • Series: Mighty Managers Series
  • Edition number: 1
  • Pages: 128
  • Sales rank: 1,186,403
  • Product dimensions: 5.10 (w) x 8.10 (h) x 0.63 (d)

Meet the Author

Linda Richardson is founder, CEO, and president of Richardson, a leader in the global sales training industry. A pioneer in the ongoing move to consultative selling and popular speaker at industry and client conferences, Richardson also teaches sales and management courses at the Wharton School and Wharton Executive Development Center. She has been featured in Forbes, Nation's Business, and other national publications, and is the author of influential books including Stop Telling, Start Selling, Selling by Phone, Sales Coaching, and others.

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Table of Contents

Sales talk 1
Create a dialogue 5
Always be preparing 9
Sharpen your critical skills 13
Open with a focus on your customer 17
Relate to your customers 21
Position your questioning 25
Develop a questioning strategy 29
Think questions 33
Develop deeper need dialogues 37
Focus on how skillfully you ask questions 41
Listen effectively 45
Position your message 49
Analyze your competitors 53
Use objections to move forward 57
Check for customer feedback 61
Don't negotiate too early 65
Treat closing as a process 69
Leverage all resources 73
Follow up flawlessly 77
Validate the opportunity 81
Make it happen 85
More tips to sharpen your skills 89
Other Titles in the McGraw-Hill Professional Education Series 111
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