Conversations that Sell

Conversations that Sell

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Todaya€™s buyers want more from sales professionals than a simple consultation. What theya€™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 buyera€™s attention and secure business. Based on the authora€™s five-step sales system, Whata€™s in It for Them (WIIFT)a€”Wait, Initiate, Investigate, Facilitate, Then Consolidatea€”the book shows readers how to: a€c Prepare for an effective sales call a€c Identify sales opportunities and the factors that drive buyers to act a€c Adjust their approach to the type of buyera€”Achievers, Commanders, Reflectors, and Expressers a€c Make conversations flow easily a€c Address problems, opportunities, wants, and needs a€c Work through objections a€c Advance and close sales a€c 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 belongsa€”on the buyer.Yet Rick equipped his team with iPads and iPhones to maximize their impact with customers. ... Nancy Nardin, considered the leading expert on sales productivity tools, provides details of marketing and sales software tools. ... If your company does not provide tools, then determine the tools that solve your main sales activity problems (tracka€” ing, data access, follow-up) and put them to work for you.

Title:Conversations that Sell
Author: Nancy Noel Bleeke, Jill Konrath
Publisher:AMACOM Div American Mgmt Assn - 2013

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