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

Richardson, Linda

79 évaluations par Goodreads

Langue : anglais

Edité par McGraw-Hill, New York, 1998

0070525587 / 9780070525580

Série : Livre 11 sur 81 - MARKETING/SALES/ADV & PROMO

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A propos de cet article

xi, [3], 265, [7] pages. Index. Inscribed by the author on the half-title page. The inscription reads Charles-a superlative Private Banker Here's to continued sales success! Affectionately Linda March 23, 1998 Linda May 1 '96. Fortune 500 companies such as IBM, 3M, and Johnson & Johnson pay Richardson thousands of dollars a day to coach their top closers. Now she reveals her secrets for success to professional salespeople everywhere--especially those who mistakenly believe they're already customer-focused. 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. 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 donts, 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. Revised and Updated Edition [stated]. Second printing [stated].…

N° de réf. du vendeur 88990

Titre
Stop Telling, Start Selling; How to Use Customer-Focused Dialogue To Close Sales
Auteur
Richardson, Linda
Éditeur
McGraw-Hill, New York
Année de publication
1998
État de l'article
Very good
Signé
Signé par l'auteur
Reliure
Trade paperback
Langue
anglais
ISBN à 10 chiffres
0070525587
ISBN à 13 chiffres
9780070525580
Édition
2ème Édition
Série
Livre 11 sur 81: MARKETING/SALES/ADV & PROMO

Ground Zero Books, Ltd.

Silver Spring, MD, Etats-Unis

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Vendeur AbeBooks depuis 14 août 1998

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