To sell today, salespeople must add value, provide perspective, and show customers how a product will solve their specific needs.
The Sales Success Handbook outlines a six-step program for hearing and understanding exactly what customers have to say and for selling solutions--instead of just selling products.
About author(s): 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.
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| Author(s) | Linda |
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