Conversations That Sell : Collaborate With Buyers And Make Every Conversation Count

Nancy Bleeke
Conversations That Sell : Collaborate With Buyers And Make Every Conversation Count
Conversations That Sell : Collaborate With Buyers And Make Every Conversation Count

Conversations That Sell : Collaborate With Buyers And Make Every Conversation Count
ISBN: 9780814431801
Publication Date: 12 June 2019

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.