The Sales Success Handbook How to Open Opportunity and Close Every Sale

by Richardson, Linda

• ISBN13: 9780071463317
• ISBN10: 0071463313
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-04-12
• Publisher: McGraw-Hill Education

Summary

To sell today, salespeople must add value, provideperspective, and show customers how aproduct will solve their specific needs.The SalesSuccess Handbookoutlines a six-step programfor hearing and understanding exactly whatcustomers have to say and for sellingsolutions--instead of just selling products.

Author Biography

Linda Richardson is founder, CEO, and president of Richardson, a leader in the global sales training industry. A pioneer in the ongoing move to consultative selling and popular speaker at industry and client conferences, Richardson also teaches sales and management courses at the Wharton School and Wharton Executive Development Center. She has been featured in Forbes, Nation's Business, and other national publications, and is the author of influential books including Stop Telling, Start Selling, Selling by Phone, Sales Coaching, and others.

Table of Contents

Sales talk	1	(4)
Create a dialogue	5	(4)
Always be preparing	9	(4)
Sharpen your critical skills	13	(4)
Open with a focus on your customer	17	(4)
Relate to your customers	21	(4)
Position your questioning	25	(4)
Develop a questioning strategy	29	(4)
Think questions	33	(4)
Develop deeper need dialogues	37	(4)
Focus on how skillfully you ask questions	41	(4)
Listen effectively	45	(4)
Position your message	49	(4)
Analyze your competitors	53	(4)
Use objections to move forward	57	(4)
Check for customer feedback	61	(4)
Don't negotiate too early	65	(4)
Treat closing as a process	69	(4)
Leverage all resources	73	(4)
Follow up flawlessly	77	(4)
Validate the opportunity	81	(4)
Make it happen	85	(4)
More tips to sharpen your skills	89	(22)
Other Titles in the McGraw-Hill Professional Education Series	111