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From the Back Cover
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THE MCGRAW-HILL PROFESSIONAL EDUCATION SERIES
These quick reads, based on McGraw-Hill bestsellers, are designed to meet the needs of busy people. Titles in the series focus on each book's main themes and action ideas, reduced to a manageable page count for on-the-go readers.
A six-step program for hearing and understanding customers' needs, and then selling solutions instead of products.
From the Back Cover
Stop Telling, Start Selling
The classic "features and benefits" sales approach is dead. To sell today, you must add value, provide perspective, and show customers how your product will quickly and consistently solve their specific needs.
First, of course, you must listen to your customers--to discover exactly what their specific needs are.
Stop Telling, Start Selling 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 22 powerful lessons you can use to:
- Learn from your customers
- Develop a questioning strategy
- Drill down to needs
- Listen to question meaning
- Use objections to win business
- Position solutions
- Avoid closing tactics
- Leverage 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. Stop Telling, Start Selling will show you how to sell to today's customers, not by what you tell them but by how well you listen to what they have to say--and persuasively position the value you bring to meet their business and personal needs.
See all Editorial Reviews
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Inside This Book
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Key Phrases - Statistically Improbable Phrases (SIPs):
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six critical skills, using acknowledgment, most salespeople, sales talk, questioning strategy, many salespeople New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
six critical skills, using acknowledgment, most salespeople, sales talk, questioning strategy, many salespeople New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
Citations (learn more)
This book cites 14
books:
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7
books
cite this book:
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- The Powell Principles: 24 Lessons from Colin Powell, a Lengendary Leader (The McGraw-Hill Professional Education Series) by Oren Harari in Back Matter
- How to Motivate Every Employee: 24 Proven Tactics to Spark Productivity in the Workplace (The McGraw-Hill Professional Education Series) by Anne Bruce in Back Matter
- The Handbook for Leaders: 24 Lessons for Extraordinary Leadership (Mighty Managers Series) by John Zenger in Back Matter
- Six Sigma For Managers by Greg Brue in Back Matter
- Project Management (Briefcase Books Series) by Gary R. Heerkens in Back Matter
See all 14 books this book cites
- Leadership When the Heat's On : 24 Lessons in High Performance Management by Danny Cox in Back Matter
- Dealing With Difficult People: 24 Lessons for Bring Out the Best In Everyone (Mighty Managers Series) by Dr. Rick Brinkman on page
- How to Be A Great Coach : 24 Lessons for Turning on the Productivity of Every Employee (The McGraw-Hill Professional Education Series) by Marshall J. Cook in Back Matter
- Persuasive Proposals and Presentations: 24 Lessons for Writing Winners (The McGraw-Hill Professional Education Series) by Heather Pierce in Back Matter
- Getting Organized at Work: 24 Lessons to Set Goals, Establish Priorities, and Manage Your Time (The McGraw-Hill Professional Education Series) by Kenneth Zeigler in Back Matter
See all 7 books citing this book
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What Do Customers Ultimately Buy After Viewing This Item?
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54% buy the item featured on this page: The Sales Success Handbook : 20 Lessons to Open and Close Sales Now (The McGraw-Hill Professional Education Series)$7.95 |
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17% buy Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales $12.89 |
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13% buy Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach $16.47 |
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9% buy Perfect Selling $13.57 |
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