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The Sales success handbook : 20 lessons to open and close sales now

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00000010266HF5438.4 .R52 2003 (General Book)Available - Ada

Publisher :McGraw-Hill Professional , 2003

The Sales Success Handbook outlines a battle-tested, six step program for hearing and understanding exactly what your customers have to say and selling solutions instead of just selling products. Legendary sales trainer and author Linda Richardson presents 20 powerful lessons you can use to :

* Learn from your customers

* Develop a questioning strategy

* Drill down to needs

* Listen to question meaning

* Position solutions

* Use objections to win business

* Avoid closing tactics

* Leveraging your resources

* Build your dialogues

Selling has never been more difficult than it is today. Internet-savvy customers already know what your product is; they want to know what it can do for them. The Sales Success Handbook will show you how to sell today's customers, noy by what you tell them but how well you listen to what they have to say - and persuasively position the value you bring to meet their business and personal needs.

About the author:

Linda Richardson is a globally renowned training consultant and author. A faculty member at the Wharton School, she has been featured in Forbes, Nation's Business, and other national publications and is the author of several influential books, including Stp Telling, Start Selling, Selling by Phone, sales Coaching, and others.

Series Title
Mcgraw-hill Professional Education Series
Call Number
HF5438.4 .R52 2003
Publisher Place Boston
42p.; 24cm.
Media Type
Carrier Type
Specific Info
Content Type

No other version available



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