Hello do you guys have the book “stop telling start selling” by Linda Richardson I have a work assignment to answer questions related to the book

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Hello do you guys have the book “stop telling start selling” by Linda Richardson I have a work assignment to answer questions related to the book

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Answered 3 days AfterMay 04, 2023

Answer To: Hello do you guys have the book “stop telling start selling” by Linda Richardson I have a work...

Swati answered on May 08 2023
15 Votes
Chapter- 1 & 2
What is accomplished during bridge to need?
The salesperson tries to connect with the customer and find out more about their requirements and difficulties at the "Bridge to Need" stage of the sales process. The objective is to move from casual conversation to a more in-depth discussion about the client's business and present circumstances. By doing this, the salesperson can gain the customer's trust and develop a relationship while also learning important information that will help them with their sales plan.
What do you do if faced with an objection at the openng of your call?
The idea is to notice the objection and invite the consumer to explain their issue if one is raised at the beginning of a sales call. The salesman should then clearly address the objection and respond in a way that shows the
y are aware of the client's requirements and worries. It's critical to maintain composure and professionalism and to refrain from arguing or putting up a fight.
What is time check and when do you do it?
A "time check" is a tactic used to make sure that the customer and the salesperson are in agreement over the length and objectives of the sales call. The salesperson can request a certain length of time from the client before giving a brief outline of the call's agenda and objectives. This helps set expectations and maintain the flow of the call.
What part of the sales model “purpose” resemble?
The "Purpose" stage of the sales model is similar to the "Bridge to Need" stage in that it concentrates on forging a relationship with the client and learning about their requirements and difficulties. Both phases aim to establish trust and rapport while laying the framework for a more in-depth discussion of the client's company and objectives.
What is a good exmple of building rapport? Turn to your left and build rapport.
Establishing a relationship with the client based on common experiences or interests is known as building rapport. A smart way to establish rapport with a customer is to make a comment on a mutual interest or activity or inquire about their most recent endeavours or experiences. In order to establish a relationship with the individual to your left after turning, you can introduce yourself and inquire about their day or job.
How should you address a new customer?
It's crucial to introduce oneself and state the reason for the call or meeting when speaking with a prospective client. The consumer should then be prompted for their name and any pertinent details regarding their position or company. Being kind, professional, and paying close attention to the customer's comments are crucial.
What items are accomplished in the opening?
Establishing a rapport with the client, learning about their wants and difficulties, and laying the groundwork for a more in-depth discussion of their company and objectives are the main objectives of the initial stage of the sales process. The opening should specifically achieve the following goals:
Develop a relationship of trust and credibility with the customer.
Obtain details about the client's company and sector.
Recognise the issues and requirements of the client
Set the call's or meeting's objectives and agenda.
How do you learn the language of your customer?
You should invest the time to learn about your customer's business, industry, and unique position and duties in order to speak their language. As you attentively listen to the customer's comments and open-ended inquiries, pay attention to the language they use to describe their issues and aspirations. You may then better comprehend their viewpoint and adjust your messaging and strategy as necessary.
What must you first accpet in order to change your attitude and increase your skill level?
Accepting there is space for growth and that you can always learn and grow is the first step in changing your mindset and honing your sales skills. This calls for a dedication to continuing learning and development as well as an openness to criticism and feedback.
What must you master in order to laser in on and understand our customer and why?
You must first learn the art of active listening if you want to zero in on and comprehend your customer. This entails paying great attention to the client's verbal and nonverbal signs, posing probing questions, and summarising what you've heard to make sure you comprehend their point of view. By developing your active listening skills, you may better grasp the requirements and objectives of your customers and adjust your messaging and strategy accordingly.
Good questioning leads to a greater dialogue with customers. How does effective questioning lead to a closer
Salespeople can learn more about a customer's needs, issues, goals, and priorities by effectively interrogating them. The sales pitch can then be customised using this knowledge, and solutions that are appropriate for the client's particular circumstance can be provided. Salespeople can establish credibility and trust with customers by utilising open-ended inquiries to promote discussion and active listening to fully grasp the customer's viewpoint. In the long run, this may result in a tighter relationship because the client will feel acknowledged and understood.
When can you go to the second phase of the sales cycle?
Presenting a solution to the customer's needs and issues usually takes place in the second stage of the sales cycle. Once salespeople have done extensive research about the client's company and industry, identified the client's needs and issues, and developed trust and credibility with the client, they can go on to the second phase of the sales cycle. The salesman should also be well aware of the customer's timeframe and decision-making process, as well as any financial limitations or other considerations that might affect the sale.
Why must you put customer needs before product?
Because it enables salespeople to more fully comprehend the challenges and aspirations of the client and to present solutions that are suited to their particular circumstance, it is crucial to prioritise the demands of the customer over those of the product. Instead than only promoting a certain product or service, salespeople can develop trust and credibility with the customer, which can ultimately result in a tighter relationship and more sales by focusing on the customer's requirements and goals. Additionally, salespeople can spot fresh chances and provide creative solutions that cater to the client's changing wants over time by comprehending their needs and challenges.
Chpter- 3/4
What’s the difference between positioning and presenting?
Positioning is the process of positioning your good or service in a way that emphasises its special selling point and sets it apart from rivals. It entails determining the demands and problems of the customer and presenting your product or service as the answer to those problems. On the other hand, presenting entails outlining to the client the qualities and advantages of your good or service.
Why does the author suggest you should hold off on telling about your features and bnefits initially?
The author advises delaying the presentation of features and benefits at first because it's crucial to comprehend the demands and issues of the consumer before offering a solution. Salespeople can adjust their pitches to focus on the features of their product or service that are most pertinent to the customer's particular situation by taking the time to listen to the consumer and genuinely understand their perspective.
The author talks about different positioning alternatives and says the combination of the 2 can create real dailogue, what were they
Vertical positioning and horizontal positioning are the two positioning options mentioned by the author. Vertical positioning refers to presenting your good or service as the best choice inside a certain market or industry. Highlighting your product or service's distinctive value proposition across various industries or market segments is known as horizontal positioning. Combining these two positioning options allows salespeople to engage consumers in meaningful conversation by recognising their individual wants and issues and highlighting...

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