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

Buch 11 von 81: MARKETING/SALES/ADV & PROMO

Richardson, Linda

 
9780070523685: Stop Telling, Start Selling: How to Use Customer-focused Dialogue to Close Sales
Softcover
ISBN 10: 0070523681 ISBN 13: 9780070523685
Verlag: McGraw-Hill Inc.,US, 1993

Inhaltsangabe

Written by Linda Richardson, who teaches sale techniques to such Fortune 500 companies as IBM, 3M and Johnson & Johnson, this guide reveals how to get customers to close the sale. Richardson argues that much of what appears to be "consultative selling" today is a masquerade for product selling. Packed with self-tests and real-world examples, "Stop Telling, Start Selling" drills salespeople in six critical skills designed for the tough 1990s and beyond: presence, rapport-building, questioning, listening, positioning, and checking. The result is a revitalized, dialogue-based process that pierces the armour of today's cynical, tightfisted customer and should make the difference between winning their business and coming in second.

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Verlag
McGraw-Hill Inc.,US
Erscheinungsdatum
1993
Sprache
Englisch
ISBN 10 
0070523681
ISBN 13 
9780070523685
Einband
Taschenbuch
Anzahl der Seiten
256
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Nicht verfügbar

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ISBN 10:  0070525587 ISBN 13:  9780070525580
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Softcover