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

Richardson, Linda

79 valoraciones de Goodreads

Idioma: inglés

Editorial: McGraw-Hill, New York, 1998

0070525587 / 9780070525580

Serie: Libro 11 de 81 - MARKETING/SALES/ADV & PROMO

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Librería: Ground Zero Books, Ltd., Silver Spring, MD, Estados Unidos de AmericaGround Zero Books, Ltd.

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Vendedor de IberLibro desde 14 de agosto de 1998

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Descripción del artículo del vendedor

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 ref. del artículo 88990

Título
Stop Telling, Start Selling; How to Use Customer-Focused Dialogue To Close Sales
Autor
Richardson, Linda
Editorial
McGraw-Hill, New York
Año de publicación
1998
Estado
Very good
Firmado
Firmado por el autor
Encuadernación
Trade paperback
Idioma
inglés
ISBN 10
0070525587
ISBN 13
9780070525580
Edición
2ª Edición
Serie
Libro 11 de 81: MARKETING/SALES/ADV & PROMO

Ground Zero Books, Ltd.

Silver Spring, MD, Estados Unidos de America

Vendedor de 5 estrellas

Vendedor de IberLibro desde 14 de agosto de 1998

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