Stop Telling, Start Selling; How to Use Customer-Focused Dialogue To Close Sales
Language: English
Published by McGraw-Hill, New York, 1998
- Signed
- Softcover
- Used
Seller: Ground Zero Books, Ltd., Silver Spring, MD, U.S.A.Ground Zero Books, Ltd.
AbeBooks seller since August 14, 1998
Condition: Used - Very good
£ 96.25
Quantity: 1 available
Add to basketItem description from seller
xi, [3], 265, [7] pages. Index. Inscribed by the author on the half-title page. The inscription reads Charles-a superlative Private Banker Here's to continued sales success! Affectionately Linda March 23, 1998 Linda May 1 '96. 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. Linda Richardson is the founder of Richardson, a global sales performance company where she serves as executive chairwoman. She consults with sales organizations and sales leadership on sales process and sales effectiveness. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Her last book, Perfect Selling, was a New York Times bestseller and received the SBA gold medal for best sales book. Richardson is credited with starting the consultative sales movement, which has guided most sales methodologies used by companies for the past few decades. Changing the Sales Conversation takes consultative selling to the next level to enable salespeople to succeed in the internet influenced sales environment. 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 donts, 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. Revised and Updated Edition [stated]. Second printing [stated].…
Seller Inventory # 88990
- Title
- Stop Telling, Start Selling; How to Use Customer-Focused Dialogue To Close Sales
- Author
- Richardson, Linda
- Publisher
- McGraw-Hill, New York
- Publication year
- 1998
- Condition
- Very good
- Signed
- Signed by Author(s)
- Binding
- Trade paperback
- Language
- English
- ISBN 10
- 0070525587
- ISBN 13
- 9780070525580
- Edition
- 2nd Edition
- Series
- Book 11 of 81: MARKETING/SALES/ADV & PROMO
"Synopsis" may belong to another edition of this title.
About the Author
"About the title" may belong to another edition of this title.
Ground Zero Books, Ltd.
Silver Spring, MD, U.S.A.
AbeBooks seller since August 14, 1998
Shipping rates within U.S.A.
| Item | 5 to 20 business days | 3 to 6 business days |
|---|---|---|
| First item | £ 3.74 | £ 5.61 |
Payment methods
- Check
- Invoice
- Money Order
- Paypal
Store description
Founded and operated by trained historians, Ground Zero Books, Ltd., serves the book collector, the scholar, and institutions. We focus on the individual, and pride ourselves on our personal service. Please contact us with your wants, as we have many books not yet listed in our database.
Specialty
Military History, Nuclear, American Revolution, Military Medicine, Vietnam, World War II, British Empire, World War I, Unit Histories, Civil WarSeller's business information
Ground Zero Books, Ltd.
9033 Georgia Avenue
Silver Spring, MD U.S.A. 20910-2254
Terms of sale
Books are subject to prior sale. Please ask us to hold a book for you before you
mail your check. Books are returnable within 7 days, if not satisfactory. MD
residents add 6% state sales tax.
The mailing address for Ground Zero Books, Ltd. (a subchapter-S corporation) is
P.O. Box 8369, Silver Spring, MD 20907-8369. You can reach us by phone at 301-
585-1471, by fax at 301-920-0253, or by e-mail at gzbooksltd@aol.com. Ground Zero
Books, Ltd., is owned & operated by R. Alan Lewis & Lynne Haims.
Right of withdrawal
If you are a consumer you can withdraw from the contract in accordance with the following. Consumer means any natural person who is acting for purposes which are outside his trade, business, craft or profession.
Information regarding the right of withdrawal
Statutory right to withdraw
You have the right to withdraw from this contract within 14 days without giving any reason.
The withdrawal period will expire after 14 days from the day on which you acquire, or a third party other than the carrier and indicated by you acquires, physical possession of the last good or the last lot or piece.
To exercise the right of withdrawal, electronically fill in and submit a clear statement on our website, under "My Purchases" in "My Account". We will communicate to you an acknowledgement of receipt of such a withdrawal on a durable medium (e.g. by e-mail) without delay.
To meet the withdrawal deadline, it is sufficient for you to send your communication concerning your exercise of the right of withdrawal before the withdrawal period has expired.
Effects of withdrawal
If you withdraw from this contract, we will reimburse to you all payments received from you, including the costs of delivery (except for the supplementary costs arising if you chose a type of delivery other than the least expensive type of standard delivery offered by us).
We may make a deduction from the reimbursement for loss in value of any goods supplied, if the loss is the result of unnecessary handling by you.
We will make the reimbursement without undue delay, and not later than 14 days after the day on which we are informed about your decision to withdraw from this contract.
We will make the reimbursement using the same means of payment as you used for the initial transaction, unless you have expressly agreed otherwise; in any event, you will not incur any fees as a result of such reimbursement.
We may withhold reimbursement until we have received the goods back, or you have supplied evidence of having sent back the goods, whichever is the earliest.
You shall send back the goods or hand them over to Ground Zero Books, Ltd., Silver Spring, Maryland, U.S.A., +1 240-316-0119, without undue delay and in any event not later than 14 days from the day on which you communicate your withdrawal from this contract to us. The deadline is met if you send back the goods before the period of 14 days has expired. You will have to bear the direct cost of returning the goods. You are only liable for any diminished value of the goods resulting from the handling other than what is necessary to establish the nature, characteristics and functioning of the goods.
Exceptions to the right of withdrawal
The right of withdrawal does not apply to:
- The delivery of newspapers, journals or magazines with the exception of subscription contracts; and
- The supply of digital content which is not supplied on a tangible medium (e.g. on a CD or DVD) if you accepted when you placed your order that we could start to deliver it, and that you could not withdraw once delivery had started.
Shipping terms
Orders usually ship within 2 business days. Shipping costs are based on books
weighing 2.2 LB, or 1 KG. If your book order is heavy or oversized, we may contact
you to let you know extra shipping is required.