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This definitive guidebook on the coaching. process has been fully updated with a new introduction. by the author. Written exclusively for. sales managersit offers a brief, concise primer. with the fundamentals, nuances, examples, and. tools needed for moving fast from boss to coach.

In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of term...

Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results--dramatically higher sales and stronger customer relationships--regardless of the product or service being sold.