Conversations That Sell Collaborate with Buyers and Make Every Conversation Count 1st Edition – (PDF/EPUB Version)

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.