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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
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Bibliographic Detail
Publisher McGraw-Hill
Publication date September 1, 1997
Pages 265
Binding Paperback
Edition Rev sub
Book category Adult Non-Fiction
ISBN-13 9780070525580
ISBN-10 0070525587
Dimensions 0.75 by 6 by 9 in.
Weight 1 lbs.
Original list price $26.00
Summaries and Reviews
Amazon.com description: Product Description: 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.

Editions
Paperback
Book cover for 9780070523685 Book cover for 9780070525580
 
3 edition from McGraw-Hill (March 9, 2012)
9780071603829 | details & prices | 256 pages | List price $19.00
The price comparison is for this edition
Rev sub edition from McGraw-Hill (September 1, 1997)
9780070525580 | details & prices | 265 pages | 6.00 × 9.00 × 0.75 in. | 1.00 lbs | List price $26.00
About: 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.
With Louis E. Hunsinger, James P. Quigel | from McGraw-Hill (October 1, 1993)
9780070523685 | details & prices | 6.00 × 9.00 × 0.75 in. | 0.95 lbs | List price $16.95
This edition also contains Gateway to the Majors: Williamsport and Minor League Baseball
About: Tells how to develop critical sales skills, earn a customer's trust and long-term business, and understand product positioning

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