Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

• 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.

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

• 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.