Title: Conversations That Sell : Collaborate with Buyers and Make Every Conversation Count
Publisher: AMACOM
Publication Date: 2013
Language: English
ISBN 10: 0814431801
ISBN 13: 9780814431801
Binding: Soft cover
Condition: New

About this title

Synopsis

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 Win3 ...where they, the seller, and the organization, achieve a winning outcome.

"Conversations That Sell" introduces sales professionals to the collaborative conversation skills they need to capture the buyer's attention and secure business.

Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - the book shows readers 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.

About the Author

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.

To learn more please visit: conversationsthatsell.com

"About this title" may belong to another edition of this title.

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