Overview

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.

Full Product Details

9780814431801

Table of Contents

Reviews

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

Become the sales person you never thought you'd be with Conversations That Sell . --Small Business Trends

. ..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

Author Information

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.

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