by Linda Richardson · McGraw-Hill Inc.,US · tapa blanda · ISBN 9780070523685
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«Stop Telling, Start Selling» is Linda Richardson's sales guide, published by McGraw-Hill Inc.,US in paperback (256 pages, in English).
The work proposes a sales method based on client-centered dialogue, with real examples, self-assessments and checklists. It covers face-to-face selling, from the initial presentation to the close, and details the six critical skills: presence, relationship building, questioning, listening, product positioning and verification.
This is the revised edition of Linda Richardson's bestselling work, originally published in 1993.
Aimed at sales professionals and business students interested in client-centered selling.
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