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The Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
Paperback
ISBN13: 9780814431801
Publisher: Amacom
Published: Apr 1 2013
Pages: 240
Weight: 0.57
Height: 0.80 Width: 6.00 Depth: 8.80
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.
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