Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales (Paperback, Revised)

The Six Elements of the Dialogue Framework.

Dialogue Element: Opening.

Dialogue Element: Product Positioning.

Dialogue Elements: Price Positioning.

Dialogue Element: Objections.

Dialogue Element: Close/Action Step.

Dialogue Element Follow-Up.

The Six Critical Skills of the Dialogue Framework.

Dialogue Skill.

Dialogue Skill: Presence.

Dialogue Skill: Relating.

Dialogue Skill: Questioning.

Dialogue Skill: Listening.

Dialogue Skill: Product Positioning.

Dialogue Skill: Checking.

Preparing for the Sales Dialogue.

Preparing Your Sales Strategy.

Planning for the Sales Call.

Negotiating Terms and Price.

Self and Peer Coaching.