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

ISBN10: 0070525587 | ISBN13: 9780070525580

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
ISBN10: 0070525587
ISBN13: 9780070525580
By Linda Richardson

Step 1 . Download Adobe Digital Editions to your PC or Mac desktop/laptop.

Step 2. Register and authorize your Adobe ID (optional). To access your eBook on multiple devices, first create an Adobe ID at account.adobe.com. Then, open Adobe Digital Editions, go to the Help menu, and select "Authorize Computer" to link your Adobe ID.

Step 3. Open Your eBook. Use Adobe Digital Editions to open the file. If the eBook doesn’t open, contact customer service for assistance.

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.

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.

Need support?   We're here to help - Get real-world support and resources every step of the way.

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