Sales Success Handbook

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: bull; bull;Learn from your customers bull;Develop a questioning strategy bull;Drill down to needs bull;Listen to question meaning bull;Use objections to win business bull;Position solutions bull;Avoid closing tactics bull;Leverage your resources bull;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.Richardson, Linda is the author of 'Sales Success Handbook' with ISBN 9780071416368 and ISBN 0071416366.