Articles liés à Sales Success Handbook

Sales Success Handbook - Couverture souple

Richardson, Linda

 
9780071416368: Sales Success Handbook
Couverture souple
ISBN 10 : 0071416366 ISBN 13 : 9780071416368
Editeur : McGraw-Hill Professional, 2003

Synopsis

The classic "features and benefits" sales approach is dead. To sell today, you must add value, provide perspective, and show customers how your product will quickly and consistently solve their specific needs. First, of course, you must listen to your customers - to discover exactly what their specific needs are. "Stop Telling, Start Selling" outlines a battle-tested, six-step program for hearing and understanding exactly what your customers have to say and selling solutions instead of just selling products. Legendary sales trainer and author Linda Richardson presents 22 powerful lessons you can use to: learn from your customers; develop a questioning strategy; drill down to needs; listen to question meaning; use objections to win business; position solutions; avoid closing tactics; leverage your resources; and, build your dialogues.Selling has never been more difficult than it is today. Internet-savvy customers already know what your product is; they want to know what it can do for them. "Stop Telling, Start Selling" will show you how to sell to today's customers, not by what you tell them but by how well you listen to what they have to say - and persuasively position the value you bring to meet their business and personal needs.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
McGraw-Hill Professional
Date d'édition
2003
Langue
anglais
ISBN 10 
0071416366
ISBN 13 
9780071416368
Reliure
Broché
Nombre de pages
64
Coordonnées du fabricant
non disponible
Personne responsable
Messaggerie Libri
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