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.
Conversations That Sell
Collaborate with Buyers and Make Every Conversation Count
Management & Computers /