Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales 2nd Edition

I would like recomend this book to everyone who keen in human relatinships. The six critical dialogue skills improve my daily life, from client relatinship to my family relationship.I don't think this is a selling book. Richardson teaches me how to behave well. There is not dramatic impact on my performance, instead, my interpersonal relationship improved.Why a good man become guilty man in front a customer? This is because he speak too much. The trainer teaches him dictate the boring FABs. He likes his products more than the client.Stop Telling's dialogue framework change my believe. Just ask and listen, then I can position my product to meet the client needs.The most valuable thing I learn is the six critical dialogut skills:1. Prensence2. Relating3. Questioning4. Listening5. Product Positioning6. CheckingEveryone who serious about human relationship must learn these skills.One neg point of this book is there is no selling step. The newer book Perfect Selling is perfect complement. Other books such as Robert's Customer Centered Selling and Thomas' QBS benefit me in different aspects.In my oppinion, in real world situation, the client's mind is always channge. The seller have to follow the client. The seller must keep sensitive to client's change. The six critical skill of dialogue should use throughout the whole process.

This book has revolutionized the way I go to market with my company products. My regional manager suggested that her team read the book, "Stop Telling and Start Selling" about 3 months ago. I work for a large national company and ever since I've read this book our company has decided to use this style of selling to our customers. I would recommend this book to anyone who is in sales and looking to be able to connect with their customers and learn more about what they need versus what we want them to have. It's an easy to read book in plain layman's terms. I promise you will want to keep it with you to refresh on a weekly basis.

This is a salesperson-friendly book with a respect for the user's time. It's both a how-to manual and a great reference tool. If you have the time and money for just a few useful tools to hone your selling skills, this book should be the very first one that you buy and keep.

A pretty typical sales book. Linda Richardson emphasizes the change in the sales approach from arrogant/hard sell to the consultative and conversational approach.The book is essentially broken into two sections. In the first, Richardson takes us through the elements of the sale (Opening, Needs Analysis, Product Positioning, Objections, Close and Follow up), emphasizing the differences and techniques of the dialogue approach. The second section of the book - and the one I found more useful - was a look at the six critical skills of the dialogue sales framework - Presence, Relating, Questioning, Listening and Positioning. The advice is generally useful and practical, and Richardson uses examples and role plays in the writing.In general, there isn't anything groundbreaking here, and the writing style is pretty straightforward and not too captivating. However, the content is fine, and there are good nuggets to mine.

Described as in “good” condition, but actually practically brand new. Very pleased.

With 23 years in sales and sales management, I have not found anything better than Stop Telling and Start Selling. It is by far the best. A text book, referene guide and coaching manual, I highly recommend it to every salesperson. You should also consider Linda's other books including Perfect Selling and Sales Coaching.

Sales people are busy and usually on the road. In a 6-8 hour roundtrip by car, I can knock out an entire book-on-tape (ie, CD or MP3). What a great way to leverage my time!I wish Ms. Richardson would consider this and create an audiobook for Stop Telling, Start Selling. I'd definitely purchase it!Thanks for reading.

I loved the book. Definitely something everyone should read.

If you have no idea about how to relate to others, or you have no empathy at all this may be a good book to get some tips, if you consider yourself as a relational person, maybe this is just to basic for you. Give it a read to a couple of pages before buying it