Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
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This book introduces sales professionals to the collaborative conversation skills they need to capture the buyer's attention and secure business.
Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to:
- Prepare for an effective sales call - Identify sales opportunities and the factors that drive buyers to act
- Adjust their approach to the type of buyer - Achievers, Commanders, Reflectors, and Expressers
- Make conversations flow easily - Address problems, opportunities, wants, and needs
- Work through objections - Advance and close sales; and more
Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs…on the buyer.Read Less
- Contributor(s)Nancy Bleeke
- About the Contributor(s) NANCY BLEEKE is president of Sales Pro Insider, a training and consulting firm specializing in sales effectiveness. Her clients include...NANCY BLEEKE is president of Sales Pro Insider, a training and consulting firm specializing in sales effectiveness. Her clients include Motorola, CVS-Caremark, Celestica, MassMutual, and Rexnord. show more
- Publish Date03/06/2018
- Format Softcover
- Weight (lbs)0.87 lb
- Case Weight (lbs)26.12 lb
- Dimensions 9.0(h) x 6.0(w) x 0.63(d) inches
- Price $13.29
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