The sales success handbook

by Linda Richardson

Stop Telling, Start SellingThe 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: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 d