The Sales Success Handbook : 20 Lessons to Open and Close Sales Now (The McGraw-Hill Professional Education Series) by Linda Richardson
Publisher: McGraw-Hill; 1 edition (February 14, 2003) | ISBN-10: 0071416366 | PDF | 1 Mb | 64 pages
The 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.