Conversations That Sell : Collaborate with Buyers and Make Every Conversation Count
Bleeke, Nancy
ISBN 10: 0814431801 ISBN 13: 9780814431801
Published by AMACOM, 2013
Used
Soft cover
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Better World Books: West, Reno, NV, U.S.A.
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About this Item
Description:
Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 39211609-6
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
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Bibliographic Details
Title: Conversations That Sell : Collaborate with ...
Publisher: AMACOM
Publication Date: 2013
Binding: Soft cover
Condition: Very Good