Conversations That Sell
eBook - ePub

Conversations That Sell

  1. 240 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Conversations That Sell

Book details
Table of contents
Citations

About This Book

This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business.

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 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 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.

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Yes, you can access Conversations That Sell by Nancy Bleeke in PDF and/or ePUB format, as well as other popular books in Commerce & Communication d'entreprise. We have over one million books available in our catalogue for you to explore.

Information

Publisher
AMACOM
Year
2013
ISBN
9780814431818
Topic
Commerce
Subtopic
Communication d'entreprise

Table of contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Foreword
  6. Acknowledgments
  7. Introduction
  8. Part I: Selling in Today’s Transparent World
  9. Part II: The What and How of Collaborative Sales Conversations
  10. Part III: The Factors That Make or Break Your Sales
  11. Index