{"product_id":"stop-telling-start-selling-how-to-use-customer-focused-dialogue-to-close-sales-paperback","title":"Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eLinda Richardson\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003eIn 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.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn just a few short years since its publication, \u003ci\u003eStop Telling, Start Selling\u003c\/i\u003e has become a leading textbook for sales training, used by more than 150 of the world's leading corporations. Why? Because it shows how to differentiate yourself, your product, and your organization in a hypercompetitive world of look-alike products.\u003c\/p\u003e \u003cp\u003eThe secret weapon is \"dialogue selling\" and this book shows you how to do it. \"Much of what appears to be 'consultative selling' today is a masquerade for product selling,\" explains Linda Richardson, sales training consultant to many of the Fortune 500 and author of \u003ci\u003eSelling by Phone\u003c\/i\u003e and \u003ci\u003eSales Coaching\u003c\/i\u003e. If you want to earn your customer's interest, trust--and busines--\u003cb\u003eSTOP\u003c\/b\u003e telling the customer about your product or service. Go beyond \"customer focus.\" \u003cb\u003eSTART\u003c\/b\u003e a true customer dialogue.\u003c\/p\u003e \u003cp\u003eIn this newly revised and updated edition of \u003ci\u003eStop Telling, Start Selling\u003c\/i\u003e Richardson teaches you the critical skills you need to revitalize your sales process, including how to: \u003c\/p\u003e \u003cul\u003e \u003cli\u003eUnderstand your customer's political, personal, and business needs \u003c\/li\u003e\n\u003cli\u003ePosition your message so it is important to your customer \u003c\/li\u003e\n\u003cli\u003eUnlearn manipulative tactics that can kill a sale early on \u003c\/li\u003e\n\u003cli\u003eGather customer feedback to adjust your message as you go \u003c\/li\u003e\n\u003cli\u003eMaintain selling momentum and shorten the sales cycle \u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003e\u003ci\u003eStop Telling, Start Selling\u003c\/i\u003e will help you truly listen to customers and put them first, that's what it takes to win the trust--and the business--of today's sophisticated customers.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eLinda Richardson\u003c\/b\u003e is president of The Richardson Company in Philadelphia, a sales training firm with more than 160 clients, including Morgan Stanley, Johnson \u0026amp; Johnson, Aetna U.S. Healthcare, Citibank, Andersen Consulting, Tiffany \u0026amp; Co., Dell Computers, and Lucent Technologies. A member of the faculty of the prestigious Wharton Business School, she is the author of six books, including \u003ci\u003eSelling by Phone and Sales Coaching\u003c\/i\u003e--Making the Great Leap from Manager to Coach.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 288\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.77 x 9.08 x 6.16 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e September 22, 1997\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":45201770479718,"sku":"9780070525580","price":42.36,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0599\/7255\/0758\/files\/alFVcURpVU5haEdCTlFOOTNkWmJsQT09.webp?v=1773467428","url":"https:\/\/infinitylightwa.com\/products\/stop-telling-start-selling-how-to-use-customer-focused-dialogue-to-close-sales-paperback","provider":"Infinity Light","version":"1.0","type":"link"}