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

This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and...
$30.18 AUD
$30.18 AUD
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Author: Nancy Bleeke
Format: Paperback
Language: English
Subtotal: $30.18

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The Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count by Bleeke, Nancy

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

$30.18

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

$30.18
Author: Nancy Bleeke
Format: Paperback
Language: English

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.



Author: Nancy Bleeke
Publisher: Amacom
Published: 04/01/2013
Pages: 240
Binding Type: Paperback
Weight: 0.57lbs
Size: 8.80h x 6.00w x 0.80d
ISBN: 9780814431801
Audience: Young Adult

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.


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