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

de Linda Richardson (Author) "If you could observe a series of excellent sales calls, you would find that almost all calls share key elements, despite even major differences in..." En savoir plus
5.0étoiles sur 5  Voir tous les commentaires (4 évaluations de client)
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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.


Ingram

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. Illustrated. --Ce texte provient d'une édition qui n'est plus publiée ou qui est non diponible.
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If you could observe a series of excellent sales calls, you would find that almost all calls share key elements, despite even major differences in the calls-differences in customers, products, salespeople's personalities, and phase of the sales cycle. Lire la première page
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Plat recto | Droit d'auteur | Table des matières | Extrait | Index | Plat verso
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5.0étoiles sur 5 Great advice (if you can assimilate it), Mai 25 2001
Par "cued" (San Diego, CA) - Voir tous mes commentaires
The problem with any "how to sell" book like this is, until you can integrate the advice given here so that it comes naturally to you, you will sound as mechanical and forced as some of the "tellers" Richardson criticizes. I used to sell big-tiicket business-to-business, and I can say the advice here is timeless: engage your customer, identify what your customer's needs are and position your product so that the customer realizes that your product meets their needs. Of course, if the customer doesn't need your product, then maybe you need to learn some of those "hard-ball sales" techniques (or find a better product!). No amount of customer empathy, listening, or product positioning will help you overcome a customer-product mismatch. Which brings me to a point: although Richardson argues against this, I think playing hardball has a place in negotiations; remember, the party you are negotiating with doesn't always have to feel warm and cozy inside in the process. A true persuader will know when to be soft and fluffy and when to apply the pressure.

Also, the whole paradigm-replacement languuage ("we are moving into a new age of selling...") is corny. The advice Richardson is giving is not new or revolutionary, as she claims. But she has succeeded in organizing a lot of really good sales principles in a clear and coherent way which can easily be appreciated by readers.

I read this book together with Richardson's "Selling by Phone" and frankly, one is just a rehash of the other. Richardson copied entire paragraphs from one in writing the other. So save your money and buy just one of the two. But if you are an accidental salesperson, or even if by trade you are not a salesperson but you are occasionally called upon to negotiate (maybe you are a lawyer or a manager) Richardson's books will be a refreshing introduction to the discipline of negotiation and persuasion.

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5.0étoiles sur 5 excellent, customer oriented common sense, Juil 7 2000
After reading plenty of those "say what I say, exactly as I say it" sales books, none of which I found truly helpful out in the field, this book was like a breath of fresh air. Easy to read and easy to adapt to personal styles it is a treasure trove of good advise. If you actually care about your customers and want them to return to you on a regular basis, this is the book for you.
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5.0étoiles sur 5 should be a textbook for sales classes, Jui 9 2000
Par "shofar" (Kissimmee, Florida United States) - Voir tous mes commentaires
From my many varied experiences, I realize that I just don't like selling, but when I was trying to bone up on my sales skills, I found this book to be the most useful. It is heads and shoulders above other books on the subject and it was so intersting that I probably read it cover to cover in a day or two. The advice is extremely practical and you are learning great principles of selling. You are not learning a bunch of closing dialogues that only work for the person who invented them. Easily digested, the principles allow you to adjust your approach in mid-sale because you are asking questions whose answers will tell you what you need to do or say next (positioning.) Tons of great info here. It should really be a textbook for sales classes.
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5.0étoiles sur 5 Eye-opener and Instant Results Obtained
I manage a distributor sales force throughout the U.S. and Canada. After reading this book (actually WHILE reading this book) I applied the information and witnessed immediate... Read more
Publié le Avril 1 2000 par James J. Stewart

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