Changing the Sales Conversation: Connect, Collaborate, and Close

The proven new sales strategy from New York Times bestselling author Linda Richardson Learn how to create better, more effective dialogs with customers in today s hyper digital world In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--an [...]
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The proven new sales strategy from New York Times bestselling author Linda Richardson Learn how to create better, more effective dialogs with customers in today s hyper digital world In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. The New Sales Conversation helps you use new links and technologies without losing the very reason for making a connection in the first place--a chance to exchange the winning words that lead to a successful close and a loyal customer. Richardson Provides five easy-to-remember keys to bringing value to customers: Futuring (Predictive Preparation), Heat-mapping (New and Emerging Needs), Value-tracking (Proof of Solution), Phasing (Verifiable Outcomes), and Linking (Emotional Connection) Linda Richardson is the founder and Executive Chairwoman of Richardson, a global sales training business. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.