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Product Description
Product Description
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.
Book Description
In this revised edition of her successful book, master trainer Linda Richardson updates her secrets for closing sales. Packed with self-tests, scripted selling scenarios and real-world examples, this guide which also features all-new material on "self-coaching," "peer-coaching," and "negotiating terms and price."Drills salespeople in six critical skills: presence, rapport-building, questioning, listening, positioning, and checking. The result is a revitalized, dialogue-based process designed to pierce the armor of today's more cynical, tightfisted customers.
Inside This Book
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First Sentence
If you could observe a series of excellent sales calls, you would find that almost all calls share key elements, despite even major differences in the calls-differences in customers, products, salespeople's personalities, and phase of the sales cycle. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
If you could observe a series of excellent sales calls, you would find that almost all calls share key elements, despite even major differences in the calls-differences in customers, products, salespeople's personalities, and phase of the sales cycle. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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