The Sales success handbook :
20 lessons to open and close sales now
Richardson, Linda
Primary Author
mixed material
bibliography
Boston
McGraw-Hill Professional
2003
2
English
42p.; 24cm.
Mcgraw-hill Professional Education Series
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.
SALES
SALES MANAGEMENT
HF5438.4
0071416366
IPMI Library
HF5438.4 .R52 2003
00000010266
(General Book)
HF5438.4 .R52 2003
the%2Bsales%2Bsuccess--richardson.jpg
6552
0000-00-00 00:00:00
0000-00-00 00:00:00
machine generated