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Stop Telling, Start Selling: How to Use Cu- Richardson, 9780070525580, paperback
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Located in: Arlington, Texas, United States
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Estimated between Fri, 28 Jun and Wed, 3 Jul to 43230
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Item specifics
- Condition
- Book Title
- Stop Telling, Start Selling: How to Use Cu- Richardson, 978007052
- Artist
- Richardson, Linda
- ISBN
- 9780070525580
- Subject Area
- Language Arts & Disciplines, Business & Economics
- Publication Name
- Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
- Publisher
- Mcgraw-Hill Education
- Item Length
- 8.9 in
- Subject
- Communication Studies, Sales & Selling / General
- Publication Year
- 1997
- Type
- Textbook
- Format
- Trade Paperback
- Language
- English
- Item Height
- 0.8 in
- Features
- Revised
- Item Weight
- 13.3 Oz
- Item Width
- 5.9 in
- Number of Pages
- 288 Pages
About this product
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0070525587
ISBN-13
9780070525580
eBay Product ID (ePID)
26199
Product Key Features
Number of Pages
288 Pages
Language
English
Publication Name
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
Subject
Communication Studies, Sales & Selling / General
Publication Year
1997
Features
Revised
Type
Textbook
Subject Area
Language Arts & Disciplines, Business & Economics
Format
Trade Paperback
Dimensions
Item Height
0.8 in
Item Weight
13.3 Oz
Item Length
8.9 in
Item Width
5.9 in
Additional Product Features
Edition Number
2
Intended Audience
Trade
LCCN
97-017550
Dewey Edition
21
Illustrated
Yes
Dewey Decimal
658.85
Table Of Content
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.
Edition Description
Revised edition
Synopsis
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., Stop Telling, Start Selling has become a leading textbook for sales training -- used by more than 150 of the world's leading corporations -- because it shows how to differentiate yourself, your product, and your organization in a hypercompetitive world of look-alike products., 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."
LC Classification Number
HF5438.25.R515 1998
Copyright Date
1998
ebay_catalog_id
4
Item description from the seller
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eBay item number:305505552727
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