Richardson and McGraw-Hill Release "The Sales Success Handbook"

Richardson and McGraw-Hill Release "The Sales Success Handbook"

PHILADELPHIA - March 18, 2003 - Richardson, a leading provider of sales training and consulting, and McGraw-Hill Publishing (NYSE:MHP) announce the release of The Sales Success Handbook written by renowned author and sales training expert Linda Richardson.

The Sales Success Handbook outlines a battle-tested, six-step program to help sales professionals sell solutions — not just talk about product features. The book presents 20 quick and powerful lessons that help readers take advantage of their natural selling talents and strengths by:

Learning more about their customers
Building interactive dialogues
Developing a clear questioning strategy
Drilling down to better understand needs
Positioning solutions
Using objections to win business solutions
Avoiding closing tactics
Leveraging resources

The Sales Success Handbook is part of McGraw-Hill's Professional Education Series. These quick reads are written by some of McGraw-Hill's best selling authors and meet the needs of busy professionals by featuring a manageable page count for readers on-the-go.

"We are all very excited to be a part of this quick-hitting and practical series to support sales professionals in a time-pressured and challenging economy," says Linda Richardson, President and CEO of Richardson. "I wrote this book as a start-to-finish guide for sales people to open and close sales, build value, and create profitable relationships. Sales people who read this book will ask more questions, position their message more persuasively, and be better equipped to adjust to evolving markets."

"We are pleased to be publishing The Sales Success Handbook, which is a great addition to the McGraw-Hill Professional Education series," says Jeffrey Krames, Vice President and Publisher of McGraw-Hill Trade's Business Books Division. "Linda Richardson provides readers with a wealth of sales ideas that can be used to help increase success and productivity."

To purchase The Sales Success Handbook, please click here.

About Richardson

Richardson ( is a leading sales training and consulting firm. We accelerate the productivity of sales people by insuring they have the skills, strategies, and processes to achieve their objectives and implement their organization's strategy. Utilizing our comprehensive curriculum, coaching, and consulting, we help develop the critical skills sales organizations need to win. Our curriculum includes sales, sales management, strategy, negotiations, and service training delivered through seminars, one-on-one and team coaching, and interactive eLearning. Leveraging more than 25 years of seminar and consulting experience, Richardson now offers eLearning Richardson QuickSkills as a flexible, interactive, high-impact eLearning alternative to clients and individuals worldwide.

About McGraw-Hill

McGraw-Hill Trade is a division of The McGraw-Hill Companies. Founded in 1888, The McGraw-Hill Companies is a global information service provider meeting worldwide needs in the financial services, education, and business information markets through leading brands such as Standard & Poor's and BusinessWeek. The corporation has more than 350 offices in 33 countries. Sales in 2001 were $4.6 billion. Additional information is available at

Richardson Contact: 215-940-9255 or