Summary of Stop Telling, Start Selling

How to Use Customer-Focused Dialogue to Close Sales

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Stop Telling, Start Selling book summary
To get ahead, salespeople used to have to be good talkers. Now they must be good listeners.


7 Overall

7 Applicability

5 Innovation

7 Style


Today’s sales methods demand an emphasis on a high-level, consultative partnering process. This approach calls for real dialogue with customers about the product or service solutions that best meet their needs. In this solid book, sales training expert Linda Richardson teaches salespeople how to stop being vexatious product promoters and become trusted colleagues instead. getAbstract recommends Richardson’s practical “dialogue selling” approach and her superior knowledge about what works. Though the suggestions she sees as brand-new may strike you as classic sales wisdom, that’s no reason not to pay attention. If you want to stop pitching and start partnering, listen up.

In this summary, you will learn

  • Why product selling no longer works,
  • Why “dialogue selling” and consultation are replacing old sales methods, and
  • How to use this approach.


Stop Talking, Start Listening
Most salespeople claim to be consultative, but during sales calls, many offer a “product dump,” peppering customers with lists of features and benefits. Today, most people have a “commodity mind-set” and see many products as interchangeable, so mere descriptions...
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About the Author

Linda Richardson founded and heads The Richardson Company, a sales training and management organization. She also wrote Winning Group Sales.

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    Muzaffar Hassan 6 years ago
    the summary looks more realistic and prctical for the changing selling evironments and the pactical solutions for partnership building

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    How to get the bottom line signed.

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