The classic features & benefits" sales approach is dead. To sell today you must add value provide perspective & show customers how your product will quickly & 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 & understanding exactly what your customers have to say & selling solutions instead of just selling products. Legendary sales trainer & author Linda Richardson presents 22 powerful lessons you can use to: learn from your customers; develop a questioning strategy; drill down to needs; listen to question meaning; use objections to win business; position solutions; avoid closing tactics; leverage your resources; & 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 todays customers not by what you tell them but by how well you listen to what they have to say
- & persuasively position the value you bring to meet their business & personal needs."