Conversations that Sell
Todayas buyers want more from sales professionals than a simple consultation. What theyare 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 buyeras attention and secure business. Based on the authoras five-step sales system, Whatas in It for Them (WIIFT)aWait, Initiate, Investigate, Facilitate, Then Consolidateathe book shows readers how to: ac Prepare for an effective sales call ac Identify sales opportunities and the factors that drive buyers to act ac Adjust their approach to the type of buyeraAchievers, Commanders, Reflectors, and Expressers ac Make conversations flow easily ac Address problems, opportunities, wants, and needs ac Work through objections ac Advance and close sales ac 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 belongsaon 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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