Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count

Description

This book introduces sales professionals to the collaborative conversation skills they need tocapture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for aremeaningful, collaborative conversationsbuilt 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 aneffective sales call - Identify sales opportunities and the factors thatdrive buyers to act Adjust their approachto 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.

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.

..".writing like Ms. Bleeke's does a great job of refreshing perspectives...provide[s] a reality check and to channel your inner sales guru." --Life Insurance Selling "Become the sales person you never thought you'd be with Conversations That Sell." --Small Business Trends "Nancy represents a new breed of sales training and coaching pioneers: She is refreshingly straightforward; devoid of sycophancy and passionate about making a difference." --Top Sales magazine