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

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

ISBN: 9780814431801
Publisher: AMACOM
Publication Date: 2013-04-01
Number of pages: 240
Any used item that originally included an accessory such as an access code, one time use worksheet, cd or dvd, or other one time use accessories may not be guaranteed to be included or valid. By purchasing this item you acknowledge the above statement.

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.

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