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Stop Telling, Start Selling: How to Use Cu- Richardson, 9780070525580, paperback
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eBay item number:305505552727
Item specifics
- Condition
- Book Title
- Stop Telling, Start Selling: How to Use Customer-Focused Dialogue
- ISBN
- 9780070525580
- Publication Name
- Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
- Item Length
- 8.9in
- Publisher
- Mcgraw-Hill Education
- Publication Year
- 1997
- Type
- Textbook
- Format
- Trade Paperback
- Language
- English
- Item Height
- 0.8in
- Features
- Revised
- Item Width
- 5.9in
- Item Weight
- 13.3 Oz
- Number of Pages
- 288 Pages
About this product
Product Information
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.
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0070525587
ISBN-13
9780070525580
eBay Product ID (ePID)
26199
Product Key Features
Publication Name
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
Format
Trade Paperback
Language
English
Features
Revised
Publication Year
1997
Type
Textbook
Number of Pages
288 Pages
Dimensions
Item Length
8.9in
Item Height
0.8in
Item Width
5.9in
Item Weight
13.3 Oz
Additional Product Features
Lc Classification Number
Hf5438.25.R515 1998
Edition Description
Revised Edition
Edition Number
2
Table of Content
The Six Elements of the Dialogue Framework. Dialogue Element: Opening. Dialogue Element: Product Positioning. Dialogue Elements: Price Positioning. Dialogue Element: Objections. Dialogue Element: Close/Action Step. Dialogue Element Follow-Up. The Six Critical Skills of the Dialogue Framework. Dialogue Skill. Dialogue Skill: Presence. Dialogue Skill: Relating. Dialogue Skill: Questioning. Dialogue Skill: Listening. Dialogue Skill: Product Positioning. Dialogue Skill: Checking. Preparing for the Sales Dialogue. Preparing Your Sales Strategy. Planning for the Sales Call. Negotiating Terms and Price. Self and Peer Coaching.
Copyright Date
1998
Topic
Communication Studies, Sales & Selling / General
Lccn
97-017550
Dewey Decimal
658.85
Intended Audience
Trade
Dewey Edition
21
Illustrated
Yes
Genre
Business & Economics, Language Arts & Disciplines
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:305505552727
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