Author(s): Nancy Noel Bleeke

General

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.