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

Bleeke, Nancy

ISBN 10: 0814431801 / ISBN 13: 9780814431801

Editore: AMACOM, 2013

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Riassunto:

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.

Informazioni sull'autore:

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.

Dati bibliografici

Titolo: Conversations That Sell: Collaborate with ...
Casa editrice: AMACOM
Data di pubblicazione: 2013
Legatura: Paperback
Condizione: Very Good