Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count. This item is unavailable.
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Language: English
Published by AMACOM, 2013
- Softcover
- Used
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- Title
- Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
- Author
- Bleeke, Nancy
- Publisher
- AMACOM
- Publication year
- 2013
- Condition
- Good
- Binding
- paperback
- Language
- English
- ISBN 10
- 0814431801
- ISBN 13
- 9780814431801
- Item weight
- 14 ounces
- Dimensions
- 96x10x144
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.
"Synopsis" may belong to another edition of this title.
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
To learn more please visit: conversationsthatsell.com
"About the title" may belong to another edition of this title.
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