Stop Telling, Start Selling
How to Use Customer-Focused Dialogue to Close Sales
by:
Linda Richardson
Summary:
The book provides sales professionals with techniques to engage clients through customer-focused dialogues rather than traditional pitch-based selling, emphasizing the importance of listening, asking questions, and tailoring conversations to meet the specific needs and concerns of the customer. It offers practical strategies and examples to help salespeople shift from a product-centric to a client-centric approach for more effective and successful sales outcomes.
Key points:
1. Shift to Customer-Focused Dialogue: Move from a talk-heavy sales approach to a two-way conversation with active listening and open-ended questions to better understand customer needs for a tailored sales pitch.
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