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Linda Richardson

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

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ISBN: 0070525587, 9780070525580
Издательство: McGraw-Hill Trade
Год издания: 1997
Страниц: 272
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 emphasison the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.