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Conversations That Sell: Collaborate With Buyers and Make Every Conversation Count
| Author: |
Bleeke, Nancy Konrath, Jill (Foreword by) |
| Binding: |
Paperback
|
| List Price: | $22.99 |
| Our Price: | $4.20 CAD |
| Qty Avail: | 40 |
| ISBN: | 9780814431801 |
| Publisher: | AMACOM |
| Language: | English |
| Page Count: | 222 |
| Publication Date: | 4/1/2013 |
| Size: | 9.04" l x 5.98" w x 0.60" |
| Series: | N/A |
| Category | Subject |
|---|---|
| Business & Economics | Business Communication |
| Business & Economics | Sales & Selling |
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:
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.
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.
